Why You Can’t Sell

When you are selling something, anything, the most important principle of all is that you believe you genuinely have a valuable proposition for your customer or client. If you don’t believe in the product you are selling, then why on earth would anyone else?

However, in this post I am going to answer a question which many salespeople and managers ask themselves on a daily basis; why on earth aren’t anyone biting on my pitch?

The Issue of a Perceived Sale

If you read my previous blog post from earlier this year where I go through how perception is everything you’ll know how I’ve just scratched the surface of why it’s more important how someone perceives something you say or do, rather than what you actually try to say or do. This is the short lesson of today’s post as well; no matter how you pitch your proposition to a cold customer, as long as their perception is telling you they are being sold to, chances are you’ll lose the sale.

So What if Someone Realizes I’m Selling?

Good question! Think of it this way, as I’ve said before in my introduction to selling anything to anyone, the art of selling is making a certain impression. To create the sense of value you need to close a sale, you need to convey a certain impression to your customer. Because each customer is different, you will essentially need to manipulate in order to sell efficiently. Though a harsh reality, it’s something which is important and helpful to be aware of when you are selling.

What happens when someone is aware you are selling to them is they feel as though you are trying to manipulate them and their guard comes up. Closing a sale requires trust, and more often than not that requires you to take other routes than the script your manager has put in front of you.

How Someone Perceives you are Selling to Them

The idea is simple; if someone’s perception of what constitutes a sale is aligned with your process of selling something, then they will experience your method as selling. However, if your sales process steers clear of your target’s idea of what “selling” is, then your chances of building trust, offering something of value and closing a sale skyrocket!

This requires a different way of selling to different kinds of people. Yet another reason why sales scripts are a bad idea. Write the main points down which you want to get across in a call or a meeting, and then feel out your customer and figure out the best way for each particular target to realize the value of what it is you are selling, and what good it would do them.

If you have any questions or topics you would like me to write about, please do let me know from the Contact Us page or in the comment section below.


How to Allocate Energy to Work

It’s been a while since my last post. I can only apologize, but has been for the best of reasons. I have simply been to busy with projects, to the point where this blog has been neglected and I’ve felt bad about it every day. However, you only have so many hours in the day and you only have so much energy to allocate.

It’s very much like the little games you download on your phone, where you eventually run out of energy. You then typically have to wait 30 minutes or so for every bit of energy to reload before you can keep playing. You may never have thought about it, but this is life in a nutshell. There are 24 hours in a day, 7 days in a week. No matter how badly you or someone else wants you to work all 24 hours every day, it’s not humanly possible, nor should you, even if you could!

The reason is quite simple. What differs us from apps and games is that our energy does not come exclusively from time and rest. Human beings need more. We need to socialize with other human beings, we need to enjoy life, we need to laugh and love. Sounds quite cliche, doesn’t it? Well it’s cliche for a reason. It’s true. We need to disconnect from nagging clients and customers, bosses yelling, paperwork piling up or just the computer screen we stare at for hours and hours end to end. If we don’t get to disconnect we will hit a wall, or maybe even rock bottom, sooner or later, without exception.

There is no answer to what disconnecting is. It’s different for all of us. As long as it’s something which manages to take your mind off of everything work related, then it’s right for you. To me it means cooking a nice meal with my girlfriend. Playing a game of football with good friends. Or even just laying on the couch on a Friday evening watching some of my favorite shows! Disconnecting does not have to be a grand gesture like an expensive holiday, as long as it’s something that builds you back up and restores that energy you spent earlier in the day.

Don’t let yourself fall trap to the notion that you will have to give up your life for a successful company. You’ll have to make sacrifices and work your ass off, but contrary to popular opinion, you can also disconnect and you need to do it.

Think of it this way: Scandinavian countries are experimenting with 6 hour work days. What have they discovered which so many others haven’t?

Productivity vs hours on the books. I’ll take a highly productive expert working 4 hours a day, than someone working 10 hours a day and achieving half the result. Be productive when you work and disconnect when you don’t.

Do you agree with my views? No? Let me know in the comments!