How Switching Out of Selling-Mode Can Actually Help You Sell

How Switching Out of Selling-Mode Can Actually Help You Sell

Many people associate selling with a negative experience, where somebody is trying to talk us into something that we don’t want or need.

That is why I have been on a mission to elevate the reputation of Sales and its Practitioners, because SOMEBODY HAS TO DO IT!!

According to Wikipedia “A sale is the exchange of a commodity or money as the priceof a good or a service.” It’s an exchange, which means that both parties should benefit from this interaction.

Find out what your prospect perceives valuable

In order for sales people to understand what each of their prospect really needs and/or wants, we as sales people need to do a lot of research so we can help them understand how our solution could be of unique value to them. As long as we are selling something that the other person might not need, we will be perceived as somebody who pushes a product or service as oppose to providing value.

Listen with Intent

The only way to understand what could be of value to your audiences is to ask strategic questions. Asking questions is important in every relationship. How on earth would we know what our friends, spouses, colleagues, or children think unless we ask them? Assuming that we know what other people think is never a good strategy but that’s exactly what many sales people do. They sell and they don’t really listen. Listening with intent is an art and is also means that you shouldn’t have an agenda. If, by the end of the conversation it turns out that the person you are talking to is not a good fit for your service or product, you need to be prepared to walk away.

Related: How to Overcome the Fear of Rejection

Stop Selling

I know people who are constantly in selling mode. They are trying to sell me on the fact that their wife is the best cook, or that they have the best car, or that their job is not only rewarding but also fulfilling in spite of the fact that they constantly complain about their boss.

Selling is never a good approach. When somebody is trying to sell you something, be on alert. If a person truly has a wife who is a fantastic cook, you don’t have to point it out to me. I will figure it out myself and then praise her skills, which is a lot more authentic.

Results speak for themselves

Let your results be your selling tool. When you have a happy client, get a testimonial from them and share it. It’s a lot more authentic than praising your own products or services.

Monika D'Agostino
Sales Strategy
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I am a business growth expert with extensive experience in sales, lead generation, positioning and strategic marketing, . Born in Vienna, Austria where I started my career bef ... Click for full bio

Most Read IRIS Articles of the Week: March 19-23

Most Read IRIS Articles of the Week: March 19-23

Here’s a look at the Top 11 Most Viewed Articles of the Week on, March 19-23, 2018

Click the headline to read the full article.  Enjoy!

1. Multi-Factor or Not Multi-Factor? That Is the Question

Let’s pretend you are a US investor that wants to deploy some of your money overseas.  You think international developed market stocks are attractive relative to US stocks, and you also think the US dollar will decline over the period you intend to hold your investment.  — Chris Shuba

2. The Lies Spread by Bankers About Cryptocurrencies

I had a chat with The Financial Times the other day, and provided lots of background as to why I don’t think cryptocurrencies are the choice of criminals. The comment that was reported was the following ... — Chris Skinner

3. Alternative Investments? You May Need New Shock Absorbers!

During the tumultuous red and green gyrations of the capital markets this year have your clients anxiously called to ask: “What’s going on with my portfolio?” What do you do when the usually smooth ride in your luxury automobile becomes as bumpy as Mr. Toad’s Wild Ride in the Happiest Place on Earth? What does the average investor do? — Ted Parker

4. Why Fear of Inflation Is Rattling Investors

Inflation is a bad thing, right? It make things more expensive, right? For those of us of, let’s say, a certain vintage, we recall the runaway inflation of the late 1970’s and early 1980’s. So why does the Federal Reserve – in charge of managing the country’s currency and value thereof – actually try to create inflation? It’s called the inflation targeting and it matters to your money. — Bill Acheson

5. The Best Retirement Investments for a Steady Stream of Income

As you near your 60’s, your prime earning and saving years will transition into a period of time where you get to enjoy the “fruits of your labor,” a.k.a retirement. We call this segueing from accumulation to decumulation, the period when you will be drawing from your accumulated nest egg. Dana Anspach

6. An Emerging Theme In Thematic Investing

Exchange traded funds (ETFs) are popular vehicles for market participants looking to engage in thematic investing. Thematic investing looks to take advantage of future growth trends, including disruptive technologies. Given that forward-looking approach, stock-picking in the thematic universe is equally as hard, if not harder, than in traditional market segments. — Tom Lydon

7. 8 Winning Questions You Should Be Asking Every Prospect

It’s not enough for your salespeople to be product experts, they also need to be capable of having the kind of conversations that position them as business experts and even strategic resources. — Lisa Rose

8. 10 Steps to Successful Strategic Alliances

Business growth doesn’t come from wishful thinking. As you know, it takes a lot of hard work. The growth of your business is not an option – it is a necessity. Coordinating the right mix of strategies to gain market share and improve client acquisition rates is essential to advance your firm in today’s economy. — Michelle Mosher​​​​​​​

9. Keep It Light: Harnessing Humor for Financial Marketing Success

It’s undoubtedly true that investors’ financial security is no laughing matter, and this is reflected in the stolid, dour, reliable imagery and branding that is, by and large, the industry standard. This is hardly surprising—investors need to believe they’re placing their hard-earned money in the hands of experienced, trustworthy professionals. — Alexandra Levis​​​​​​​

10. Do the Economics of a Move to Independence Really Add Up?

The number one question advisors ask when exploring a move to independence is how the economics compare to accepting a recruiting package from a major firm. It’s certainly a valid concern, because while the recruiting deals being offered by the wirehouses are down, it is still very possible for a top advisor to get a really attractive hard-to-pass-up offer. — Mindy Diamond

11. Four Big Reasons Why Short-Term Muni Bonds Should Excite You

Municipal bonds might not be the first thing that comes to mind when you think of a sexy investment. They don’t typically command news headlines like the stock market or bitcoin. — Frank Holmes

Douglas Heikkinen
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IRIS Co-Founder and Producer of Perspective—a personal look at the industry, and notables who share what they’ve learned, regretted, won, lost and what continues ... Click for full bio