Tag Archives: Inspirational Selling

We’re All In Sales Now

41%.

That’s about how much of their time people spend at work, doing non-sales selling… persuading, influencing and convincing others to do something… in ways that don’t involve anyone actually purchasing… So says Daniel H Pink, in his latest book “To Sell is Human” (Riverhead, NY, 2012).

Daniel H Pink: To Sell Is Human

Daniel H Pink: To Sell Is Human

Pink makes the case that as the World has changed in the last few decades, so has the way people buy. Much of this is because of the Internet… in the ‘old days’ the seller had the information advantage over the buyer – this was the value the seller added for the buyer.

Not now – the buyer has the Internet – and might even know more about the product or service they want to buy than the sales person who is trying to sell it to them… at least, they’ll know more about it in the context of what the buyer is trying to fix, achieve and/or avoid…

As organisations have adapted to the changing World, so they have demanded more flexibility and capability to work across multiple job roles or areas… using resources that don’t ‘belong’ to the  employee – that aren’t theirs to command…

So increasingly, more of us are having to get people we work with and for, to give us time, energy and other resources so we can achieve our goals. We can’t force this to happen. So we have to influence, persuade and convince.

That’s non-sales selling.

No money is changing hands.

It’s the same with traditional customers – we’re having to persuade, influence and convince contacts and prospects whose time is even more precious than it was a decade ago, and who are also under constant assault from emails and phone calls from others, often outside the company… all demanding the attention of the very people we need to engage with if we’re to actually end up eventually with an actual sale, where a purchase takes place…

To tackle this developing scenario requires a new way of looking at the World, at problems that people are tackling, and of looking at selling.

According to Pink, by 2020 the single biggest role in the US economy is forecast to be ‘salesperson’… most of that is likely to require non-sales selling.

So what to do, and how to do it, and where in the sales cycle or process?

These are just some of the questions we’ll be answering in the next few posts…

In the mean time, take a look at Pink’s book… http://www.danpink.com/books/to-sell-is-human

Inspirational Selling?

There are only 2 ways to sell – manipulation and inspiration.

Which approach would you like to use most often?

I’m guessing it’s inspiration – we have so much negative baggage with the word ‘manipulation’. Especially in sales.

BUT it’s OK to manipulate to sell – just so long as we all know it’s happening.

Let me give you an example – a price discount is a manipulation.

You may disagree… Because you use it, you buy stuff yourself because of a sale in Main Street. Discounts work!

Manipulation works.

It works in the short term, but is it a sustainable long term strategy?

Probably not.

I believe inspiring your customers to buy from you is a more sustainable long term strategy to sales success.

INSPIRE your customers to buy… and they’ll come back AND tell the World about you!

I’m inspired to help you INSPIRE YOUR CUSTOMERS to buy… like raving fans!

That’s why I get up in the mornings, and why anybody else should care.

What is your WHY?

Why do YOU get up each morning?

Why should anybody care?

Amazingly it seems very few people or organisations have sufficient clarity about their “why”.

They rely on the HOW and the WHAT, and without the WHY, the HOW and WHAT just look and feel like everybody else’s HOW and WHAT – difficult for customers to differentiate. And when it’s difficult to differentiate it becomes an issue of price and availability… and not in the way you need for a sustainable and viable business.

Find out more from at https://twitter.com/#!/simonsinek and http:www.startwithwhy.com