Let's learn to sell better!

In many people's minds, an old myth persists, namely that selling is something that (a) we have no talent for, (b) is somewhat disreputable, or (c) we don't need. Some also believe all of these at the same time. I had discussed the topic of (a) talent in the last impulse for success refuted (as one of the five most obstructive beliefs for success). The point (c) usually testifies to arrogance and point (b) often to a lack of self-confidence.

I'll give you the key reason here why the ability to sell is so critical to your success: Only those who have to sell learn to convince. Because you can only sell something (ethically correct) if you offer added value to others, objectively and subjectively.

Convince - the most difficult thing in life

I can tell you this from my own experience: after almost 20 years as an "employee" in large companies, as the owner of my own company I had to learn to convince customers of the value of my services. And I tell you: this is the most difficult thing in professional life! Not because there is no clear benefit, but because potential customers do not see it if it is not explained to them in an emotionally convincing way.

Imagine that EVERYONE in your company would have to sell something starting tomorrow. Everyone would have to have an online store where he or she offers his or her services. In doing so, they would then have to explain why someone else should "buy" their idea, plan or work.

Three tips to learn to sell

Let's get "real"! Here are three concrete ideas to get your team producing real value for others (instead of just processing tasks):

1. Knowledge. Train every member of your organization to understand that a service only makes sense if there are recipients for it. These alone judge the benefit and "price" of the service. A great many processes and projects would be discontinued immediately if this principle were applied consistently.
2. Lead. As a manager, you make it a habit to ask your people about the value of their work to internal and external customers. What price would they pay for it? This question is unusual for most people, but it encourages them to think about the added value of their own work.
3. Learning. Set up learning platforms with the best books, audio courses, and video trainings on selling and persuading. This will incidentally boost your team's self-confidence (an extremely important issue for most companies).

These are just three of many ideas on how to make your team and your company more "salesy" in a positive sense, namely to focus on persuasiveness and customer value. And I'll let you in on another secret: When you start to see selling in this light, it becomes really fun, especially for those who supposedly have no "talent" for selling.

To the author:
Volkmar Völzke is a success maximizer. Book author. Consultant. Coach. Speaker. www.volkmarvoelzke.ch