It is possible that I am among the minority that has been able to reach high levels of sales success without using a “sales pitch”. I’m certainly not special, though. I’m just a person who got tired of the extreme competitiveness found in most sales processes. I got tired of committing myself 100% to the client and not receiving the same commitment back. I got tired of putting on my sales face to “go for the close” and all that rah-rah-rah-rah. It is only BECAUSE I got tired of this “rat race” that I started doing things differently.
Basically, I wanted a heightened sense of personal satisfaction with my career and I wasn’t finding it by using classic sales techniques that focus on “getting the sale”.
I think I should start all my entries by stating, “don’t believe a word I’m saying”. All I can talk about and write about are my personal experiences in sales where I sold over $90,000 / month in professional services.
Most sales processes that are used today have the essence of competition at their core. Businesses find themselves competing against each other and sometimes even against their clients. Competition is seen as the normal way of doing business in an era characterized by commoditization. The commoditization trap that many businesses find themselves in causes them to lower their prices while the cost and complexity of doing business increases. Shrinking profits and lower margins create a fear-based mentality that pushes competitiveness to a new level. Closing the deal quickly becomes more important than offering real value to the client. I call this a “Competitive Sales Process”. It is one that most people are trained to use and does not honor a (sales)person’s innate ability to develop trust and create a meaningful encounter with prospects/clients.
Now before people get all excited, I’m not saying that ALL training is like this. There are exceptions, of course. I am, however, referring to The Majority. And what I have seen, is that The Majority of people in business…..whether they’re in sales or another field…..are not happy. The Majority are stressed out. The Majority put in their time and deliver an average performance.
When I talk about removing yourself and your own agenda out of the equation, I am encouraging people to place their focus on the needs of the prospect instead. The sales process is about them. Uncover their motives…..their highest moral values…. Let them feel understood…...Provide some value…..Build trust. Get the sale.
I hope that helps.
-Terri
