So, You’re in a Hurry to Sell Something?

Robert Terson

A few weeks ago I had a conversation with Mark Carter (www.MarkJCarter.com), a friend who operates his consulting business here in Chicago; he’ll be guest posting on this site. We discussed sales, networking, and other related subjects. Mark wanted my take on a number of these topics. He’s just as frustrated as I am with salespeople and sales management who see the sales process through the selfish lens of their own concerns, as opposed to being focused on the client/customer.

Is that you? Is it all about you and your product or service? Are you mainly concentrating on your quota, your numbers? Are you in such a hurry to sell something that you give little thought to the people you’re trying to do business with? Do their wants and needs mean little to you? Are they just there to fulfill your wants and needs? When you approach a new prospect do you dive right into your presentation without bothering to get to know the individual, without bothering to show any interest in that person and his company, without asking the necessary questions to arm yourself to properly serve the prospect? Is this your selling methodology, philosophy?

When you network, is it the same story? When someone follows you on Twitter, say, do you, right off the bat without bothering to learn anything about the person, without bothering to show a drop of interest in the individual, send out an automatic message with a link to sell something, along with a few words like “I want to offer you the opportunity of a lifetime”? Is that your idea of networking? Do you expect to succeed in lightning speed by throwing enough of a certain substance against the wall and hoping a good measure of it will stick? Is your excuse for this kind of “networking” your busy schedule and lack of time? After all, you’re a salesperson and your focus is on selling, right? Who has the time to really get to know anyone, talk to them?

I have news for you: if you’re going about your business in the manner I’ve described in the above two paragraphs, you’re committing a form of sales/networking Hara-kiri, and you’re self-destructing. You’re turning people off. Your methodology/philosophy is ass-backwards! Stop it!

The focus should be on the other guy, on what’s important to him, not you. The focus should be on providing value to that person, not on selling her something. If you provide great value and concentrate on serving that prospect to the best of your ability, if he comes first, incredible things are going to happen.

Write this down: Success is a byproduct of providing great value and focusing on the wants and needs of the customer. It’s not about you or your numbers!!!

Networking is about what you can do for the other guy, about paying it forward; it’s not about what that guy can do for you.

There are no shortcuts in life. You can’t be in such a hurry and hope to succeed. You have to care enough about people to serve them the right way; you have to make them the focus. If you’ll do that the rewards will astound you. The relationships you’ll develop and enjoy will amaze you. You’ll leapfrog your peers and management will kneel at your feet.

And Mark Carter and I will be so much less frustrated.

I’m a big fan of Dr. Tony Alessandra. Tony is a guest blogger on this site and he wrote the foreword to Selling Fearlessly. Keep in mind his Platinum Rule: “Treat others the way they want to be treated.”

 

On December 21st, I published a guest post from my friend Dave Brock entitled “Making A Difference In 2013: Help 1000’s Get Access To Clean Water!” I hope you’ll take a moment to reread it: http://www.sellingfearlessly.com/2012/12/21/making-a-difference-in-2013-help-1000′s-get-access-to-clean-water-by-david-brock/ I know you’re inundated by charity requests this time of year, but I hope you’ll pay attention to this one, even if it’s only for a few dollars, because it’s a great cause and it means a lot to a terrific guy–Dave Brock. Here’s a post Dave put up recently on his site; I hope you’ll take a moment to read it, too: http://partnersinexcellenceblog.com/thinking-of-others-water-changes-everything/ Again, even if it’s only a few dollars–it’ll mean a lot!