Sell Like You Don't Need The Money

Selling is more than just an art. Selling is about listening. When we listen opportunities often present them selves. More importantly your potential customer knows when you are rushing to close the sale. They can sense when you need the commission. This is a terrible position to find yourself in because the transaction becomes about you and not them. Your deal is toast. When you sell like you don't need the money it becomes about the value in what you are proposing.

Why is it that some people are better sales people than others. Of course the reasons vary on this. Many books have been written on the subject and I expect many more will be written in the future. Once again there is no single solution that works for all. Companies Like Sandler, Xerox, Miller Heiman and Dale Carnegie all have succesful programs that will help you close a higher percentage of sales due to their proven sales formulas. If you have never taken a professional training session you should understand that two things are certain. You have to have a system and you have to present yourself as being credible.

I was a certified Miller Heiman sales trainer for a large corporation. It was not the full Miller program but adapted to their Conceptual Selling studies related to the Office Products Industry. I traveled the Eastern US and Canada presenting the Conceptual Selling system to the companies sales teams. What I saw in the field amazed me. So much of the training was about products and not about how to create loyalty and respect. I can tell you when it's about products the next place the customer goes is price. There is no loyalty in price, so get over that notion. Your only as good as you last quote when it's about price. Selling like you don't need the money makes it about them and helping them purchase the product adverse to you selling the product or service.

There is a sales tactic made by many sales people in the financial industry that sends me over the wall. They often open the appointment ask, stating they would like to get together and go over your financial needs and make an assessment of your current state of affairs. What I hear in this situation is this. Tell me everything about your finances and I will find something to sell you. Your prospect feels uncomfortable sensing you are trying to sell them something. You must find a way to be unique in your approach and make the ask related to a benefit for them that is not painful.

All the best closing techniques are useless if your prospect senses you need the money.

Selling like you don't need the money says several things.

• The customers best interest are at hand.
• That you are knowledgeable and confident your product or service fits the need.
• The process is a shared experience and no one is in complete control.
• The solution takes into account the long term benefits and not just the immediate requirement.
• You don't need this sale to make your car or mortgage payment.

Selling like you don't need the money has benefits for you to.

• Your creating life long customers.
• Business finds it's way toward you, I call it pulling business instead of pushing business.
• Your income will become more even.
• Your existing customers will provide you with referrals.
• You don't have to sell the product twice because it was sold(purchased) right the first time.

There is nothing like good old fashioned respect and self confidence as a good starting point. All the best sales people out there make it about the customer. It's your role to help your potential customers and prospects make an informed consenting purchase to their customers benefit.

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