Selling: A Working Definition

Lets get right to the point.

I’m going to give you, right here and right now, the key to all sales success. It is something that you can use or adapt to help you close more sales today. It is as simple as it is powerful, and above all, it works.

Selling: A Working Definition:

Selling is the action of helping a customer achieve their purposes by creating a mutually beneficial exchange.

The actions break down into three distinct areas, past, present and future:

1.  Help them achieve a desirable purpose they had but gave up on.

2.  Help them achieve a desirable purpose that they have right now.

3.  Help them set up a desirable purpose for the future that you can help them achieve.

The two most important words in all sales activities are “help” and “purpose.” If you are not trying to help a customer achieve their purposes, you are not likely to make it into the big leagues of sales success.

All sales and selling are for the benefit of the customer first. The fact that you also benefit is a byproduct of the process. The fact that you are paid to cause a sale to occur is between you and your employer; it should not involve or influence the customer at all.

Your “sales hat” involves simply this: help the customer achieve their own desirable purposes whether past, present or future. Doing anything else just adds clutter, complexity and confusion to the process.

If you understand the working definition of sales as above, apply or adapt for use to your own business and practice until it’s perfect, you will close more sales, consistently and effortlessly.

daniel w. jacobs
(c) 2010-2030, all rights reserved


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