3 New Truths About Selling

I thoroughly enjoy working with Sales Professionals and helping them increase sales through our Sales Acceleration Program. This is a powerful process where we customize a plan for your sales team or business. It doesn’t take long for most of our clients to see sales increase as they identify and engage in more fruitful behaviors.

In our Sales Acceleration Program, we work on issues such as:

3 Foundational Beliefs About Selling

Foundational to everything we teach is our core philosophy about sales. You need to know that our core philosophy is very different than what you will hear in most sales training experiences. It’s certainly different than the “old school” sales training. Here are 3 foundational beliefs that govern our sales coaching.

  1. At the heart of our philosophy is the conviction that successful selling should be a win-win journey. This means that both parties, the seller and the buyer, should not only derive immense value from the transaction but also genuinely enjoy the entire experience. Any form of high-pressure tactics or manipulation are not only counterproductive but go against the very ethos of authentic selling. Our approach, crafted and overseen by seasoned fractional sales managers, is designed to instill this mindset in sales professionals. By leveraging the expertise of a fractional sales manager, we offer a nuanced and effective training process. This enables our clients to foster genuine connections with their customers, ensuring that each sale is grounded in trust and mutual satisfaction. In essence, we’re redefining the sales narrative, emphasizing collaboration over coercion, and authentic value exchange over mere transactional interactions.
  2. We believe that the best sales professionals are fully present but emotionally detached. What we mean by this is that the salesperson is totally tuned in to the prospective customer. They are asking good, thoughtful questions and listening very carefully to understand the needs and the goals of the prospect. By practicing our model of selling our clients learn how to have meaningful selling conversations that make the buying experience personal and meaningful to the prospect. However, this is not possible unless the sales professional is emotionally detached. By that I mean the prospect feels no emotional need or “pull” from the sales professional, only genuine presence, concern, and desire to help.
  3. We believe that most selling is “dysfunctional” selling, and that needs to change! We’re staunch advocates for a shift in the sales paradigm. In our observation, a significant portion of the selling landscape is dominated by what we term as “dysfunctional” selling, and it’s high time we address this systemic issue. At its core, dysfunctional selling is overly focused on the product, often sidelining the genuine needs and preferences of the customer. Rather than building the sales process around the customer’s desires, it takes a one-size-fits-all approach, treating every sale as just another transaction. Furthermore, dysfunctional selling fails to recognize and harness the power of human connection.

    The bond between buyer and seller is fundamental; it’s not just about closing a deal, but about building trust, understanding, and a long-term relationship. Yet, in the world of dysfunctional selling, this bond is frequently undervalued or overlooked entirely. Lastly, the emotional atmosphere that dysfunctional selling cultivates is palpable. It breeds a climate of tension and apprehension, a stark contrast to the comfort and confidence that should characterize a healthy sales interaction. Good selling isn’t just about persuading someone to make a purchase; it’s about ensuring they feel at ease, informed, and valued throughout the process. In essence, the sales world needs a renaissance—a move away from outdated, product-centric methods towards more empathetic, customer-focused approaches that celebrate and prioritize the human element in every transaction.”

So much more can be said but I hope this gives you a new perspective on Sales! As a business coach I enjoy serving sales professionals in Houston and DFW areas. We start new groups multiple times a year for sales professionals, sales teams, and business owners who want to increase their sales through a fresh approach. If you aren’t in these areas or want an online option, we also offer our Sales Acceleration Process as an online course. The good news is our Sales Acceleration Process works!

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Glenn Smith is a sought-after Executive Coach with over two decades of experience. Recognized for his strategic insights and leadership training, Glenn has been a guiding force for more than a hundred successful small to mid-sized businesses. Merging data-driven strategies with profound insights into human behavior, he aids business owners and executives in realizing their fullest potential. A respected thought leader, Glenn has contributed to numerous business publications and is a popular keynote speaker. Outside his professional realm, Glenn cherishes family time and outdoor activities. He is a pilot with over 30 years of flight experience. He is also a professionally trained gunsmith and a firearms instructor. His dedication to fostering leadership and driving transformative change marks him as a premier figure in executive coaching.

LinkedIn: www.linkedin.com/in/houstonbusinesscoach/

3 New Truths About Selling

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