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Selling isn’t selling…
So what is it?
There may be two very simple definitions of “selling”…One hand and at its simplest, it is the exchange of goods or services for an agreed price…Usually of monetary value. Another view is that selling is the attempt to demonstrate to someone why they need your offering. A common caveat being that as opposed to selling the benefits, the key driver should be uncovering a need.

At Solution Focused, we specialise in delivering a range of programmes centred on people and how to change behaviours to create improved levels of performance. So it’s no surprise that we put behaviours first!

Let’s think about people and relationships -on first meeting someone for the first time, it would be totally inappropriate to immediately ask for a date! To increase the chances of success would require conversation, asking questions, establishing a connection and finally asking a question similar to…”I would love to get to know you a little better, could we meet up again sometime”? Testing the water!

Some sales, can be low value and regular…usually low value. Here we talk about higher value sales and the need to build relationships built on mutual trust.

Let’s think about six stages in this.

  1. Acknowledge…People know who you are.
  2. Understanding…If people don’t understand you, your message is lost.
  3. Acceptance…The acceptance that you have something viable to offer
  4. Respect…Is earned, and is based on either previous knowledge of you, or the impression that you create
  5. Trust…In your ability to deliver and your integrity
  6. Bond…You have made it…Ticked all the boxes, and good to go!
While there will be always certain sales principles that many will still believe to be the key to success, it’s the simple principle of building relationships that will ultimately determine tour success.

And in terms of getting a “yes” to your offer of a date? Yes, the same 6 stages apply!

“The two words ‘information’ and ‘communication’ are often used interchangeable, but they signify quite different things. Information is giving out; communication is getting through.” Sydney J. Harris