I am not Selling, I am Educating trap

 

 

 

“I am not Selling, I am Educating people”…

But do they Want to ‘be educated’ by you? Are You letting yourself to ‘be educated’ by everybody who wants to take your time for this?

No matter how much you ‘believe’ in whatever you want to talk about, or how ‘important’ you think that is, think of this for a moment:

What needs to happen BEFORE you open up to listen to somebody?

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Links:
Website:
http://www.hearttoheartselling.com/home.html

YouTube – More Options Coaching channel
http://www.youtube.com/playlist?list=PLPFflBdhQmo7HjLIlSQ-gQyihhXq6lRSG

YouTube – Heart to Heart Selling channel
http://www.youtube.com/playlist?list=PLPFflBdhQmo6vzHNi3Tx1AMoYb0OALPhc

Blog More Options Coaching
https://youhavemoreoptions.wordpress.com/

Blog Heart to Heart Selling
https://salesengineeringblog.wordpress.com/

Facebook
https://www.facebook.com/cezar.cehan

Linkedin
https://www.linkedin.com/in/cezar-cehan-3613b11?trk=nav_responsive_tab_profile_pic

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Direct Marketing representatives

 

 

 

What’s your Experience, as a representative or as a sales manager?

Have you noticed that sometimes selling is easy and everybody is happy, but other times it brings up a lot of resentment, from both sides?

Why do you think that happens?

****

Links:
Website:
http://www.hearttoheartselling.com/home.html

YouTube – More Options Coaching channel

YouTube – Heart to Heart Selling channel

Blog More Options Coaching
https://youhavemoreoptions.wordpress.com/

Blog Heart to Heart Selling
https://salesengineeringblog.wordpress.com/

Facebook
https://www.facebook.com/cezar.cehan

Linkedin
https://www.linkedin.com/in/cezar-cehan-3613b11?trk=nav_responsive_tab_profile_pic

 

What’s your Main intention?

We enter every interaction with (at least) two motivations; one is Primary and one is Secondary. My Primary focus will determine the dynamic of that interaction and it will either hinder or facilitate the achievement of the Secondary intention. In a way, the Primary intention is the “channel” through which we reach our Secondary intention.
When you meet a salesperson who obviously wants something From you, how interested will you be in opening yourself and creating a true relationship with that person?
How would that be different if that salesperson conveys that they are alright regardless of your buying decision? Moreover, not only they are alright, but they are so genuinely detached of that outcome that they afford to take their time to learn about you as a person, to be curious about you as a human being. And, if they were to graciously ask you if you want to know about their product, how much more open will you be to say Yes to that, knowing that you can trust them for not using any “tactics” to “make you buy”?

Brian Tracy (or Mihaly Csikszentmihalyi?) said somewhere that we achieve the most important things in life by focusing on something else – for instance, we find happiness by doing something we love…

Next time you enter a sales interaction, Choose Connection as your Main intention and BE that person… This doesn’t mean that you don’t want them to buy, only that it would be Secondary to you. The more genuine the Connection (and your non-attachment to the outcome), the more likely they will trust you and will actually Listen to you when you’ll be talking about your Secondary intention.

Selling and Dating

Dating is a Selling interaction and we all have a sense that certain attitudes are not helpful – like neediness, trying too hard or pretending to be something other than what you really are.

However, I discovered that too many salespersons tend to adopt (in their Commercial selling interactions) exactly the attitudes that they Know they would not bring in any Dating interactions (because they know it would not be helpful).

What if, before seeing your next prospect, you were to transpose Selling with Dating and make sure that you bring into the Selling situation only the attitudes that you would also consider bringing into a Dating situation?

What would it be like to consider your client as your Dating partner (and I hope you’re treating your dates with elegance and class)?

How to “create a Connection”?

I think of a relationship the same way as I think of a flower. How can you “create” a flower? A flower “happens” when you remove the restrictions that prevent it from “happening”. The presupposition is that the flower “wants” to grow and you can only facilitate the conditions for it to grow, all by itself, by removing the hindrances.
You don’t “build” a relationship by using a hammer and nails, but by planting a seed and creating the conditions for that seed to emerge on its own.

The same goes for love.

Yes, I agree, you could labor a relationship using superficial appearances and acting as to make-believe. But this would be superficial. Superficial is also insubstantial, and a relationship that’s not based on substance is not a real relationship.

Expectation vs Intention

Did you find that the idea of Expecting something to happen is actually making you disappointed, frustrated or irritated when things

don’t go exactly the way you envisioned? This reveals a hidden attachment to that particular outcome and that you just became “needy”.

And, when you bring “neediness” into an interaction, you already lost.