Selling: What is selling to you?

"What fascinates me and interests me most about what you have to say, Gary, is on the subject of what's required and it is what's more important than the arbitrary definitions - the cliches and pocket phrases which do have a purpose."

Mitch, I'm not sure I understand what you mean. I think cliches and pocket phrases are the "Shake and Bake" versions of what's required.

I don't disagree with that, Gary - what I meant was that these "shake & bake" cliches and pocket phrases have some value - everything can be used well in the right context or as a measure of what's really important or required.

But it's what you refer as to what's required that's a different subject - what I might call the dynamic personal interior and exterior environment of decision making - that fascinates and interests me.

Your post on being the CEO and assuming responsibility of decision making alludes to this different subject.

You say the answers to what's required are much more important than simple definitions - simple definitions seem to be what most people look for stringing together into longer definitions which may appear as deeper context yet are simply larger versions of simple definitions that shake & bake.

You're giving me too much credit, Mitch. I believe selling is a business. Like any business, things are required depending on the nature of the endeavour. Working capital, location, suppliers, various resources--on and on. With selling, the major requirement is skills. There's a price to pay--and not necessarily in dollars. Learning is work--hard work. And--you've got to ask yourself "am I the right person selling the right product for the right reason".

Simple--not easy.

That's one for the books. Simple yet profound.

"And--you've got to ask yourself "am I the right person selling the right product for the right reason"." -- Gary

Is the failure to ask and answer this question a major cause of failure in selling, Gary? It sounds simple yet "right" is a mult-dimensional word. Also, the hard work of learning has to do with that question and with the other skills you need to be successful.

Yes, I think so. I'm referring to selling--the career--not making a particular sale.

Thank you. Thank you very much. I'll be here all week.

Gary is right Mitch. I would add to it by asking, "Are you the right person, selling the right product, for the right company, for the right reason."

I can't actually take credit for that since its in most Sales 101 classes. Kudos to Gary for bringing it up.

I understand that from my past career as a public school teacher and the many times I looked at myself during the highs and lows wondering the same thing.

Then more currently, the same questions have come to mind - the personal questions. And the skill questions. Asking the right questions is challenging.
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[You're both right of course. I've boiled the question down to: Is this right for you? and from that work with those who I meet with trying to be as selective and exact as we can. It's the part of what I do I enjoy a lot because it's the relational/problem solving side of things.]

JR, I think back in Sales 101, I must have been sleeping when they covered that. I wish I wasn't because I think it would have saved me some pain. When, many years later, I finally saw those words, they jumped out at me--like Eureka!

Mitch, I got an email this morning from somebody who disagrees with my definition and analogy (CEOS of their business stuff) and really got me to examine some of the things I've taken for granted. I visited his site and found some of the most fantastic insights on selling I've ever encountered. Like wow!

It's not my place or proper protocol for me to post his words here, but for sake of our discussion, If you'd like me to forward, PM me and I'll do so.

I'm going to send him a referral and I'm hoping he'll post here. What a mind he has.