Sales Techniques & The Lost Art Of Selling

Do a search on sales techniques and you get over forty million pages, search for sales tips and the result is over fifty five million, selling techniques, ten million. You have access to more information at the touch of a mouse than ever before. Go ahead; check it out, closing techniques, presentation techniques, sales skills, the list goes on and on.

But what ever happened to you being you? Have you been listening to all of the gurus telling you that “you need an elevator pitch” or “buy my selling system system”. When did selling go from an exchange between like minded people to a system?

Remember when you were just starting your sales career and all you had to go on was gut instinct and the belief that doing unto others was all the sales technique you needed? Where exactly did you lose that? Was it on the redeye to Cleveland back in 1994 or was it when you got stuck working the booth at some nameless convention in Vegas?

Sales techniques and selling skills are great and you should learn as much as you can but you should also focus on what makes you a decent person because that above all else is what sells. Remember, it wasn’t the latest and greatest from Dale Carnegie that got Bobby Smith to trade you his Jordan rookie card for a candy bar, it was your ability to convince him that it was a good deal for the both of you.

If you think about the last time you yourself felt like you were being sold you will know what I mean. Didn’t it just irk you to feel that someone didn’t care about your sales relationship enough to at least customize it to your circumstance? You could tell it was the same sales pitch and same sales techniques they used on everyone that day, that week, that month.

Now, go back and think about your last sales pitch or presentation or whatever your company happens to call it because lets face it, we aren’t happy unless we are putting spin on something. How did you come across to your prospect? Did you bother to ask? Did you care? One of the smartest people I ever had the pleasure of meeting said that selling is a vindication of yourself, it’s never about the product or service. If someone is willing to buy what you are selling it means you have sold yourself.

And that’s what’s wrong with sales techniques and selling skills today. They no longer include the human element, the trust factor that is the bedrock to any sales or selling relationship.

How do we get our MoJo back?

Let’s consider Bobby Smith and the Jordan rookie card for a moment. What sales technique did you use to make that deal? Do you remember? Well, I’ll tell you. Each of you came away from the negotiation feeling like you won and that is without a question the key to any sales process. Making the other guy feel like they got a good deal. You don’t need Zig Ziglar or Tony Robbins, create an atmosphere of win win and you can't lose! Now, seize the day!

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