You’ve been selling since you were a kid.
You sold your parents on letting you stay out late;
You sold blondie on going to the prom;
You sold teacher on letting you skate the class with a ‘C’ average;
You sold the college on admitting you;
You sold the boss on giving you a job.
Everything is sales.
Selling yourself and your ideas is a critical part of adult life… so you’d better learn to do it well.
What Selling Actually Is
Selling is an art not a science, so your style can be all your own.
Extroverts leverage networks and animate their personalities to be likeable.
Introverts win trust by playing it cool and challenging clients with good questions.
But the fundamentals of striking a deal are pretty much the same on either end:
- Effective communication, expressing clear intent.
- Presentation of the deal in a positive light.
- Negotiating to get the best deal.
- Challenging objections and closing the deal.
If your product is solid, then selling can be as simple as making an effective promotion and following through with people who show interest.
If your product is unremarkable and mediocre, then selling can be the hardest job in the world.
If your product is junk, then selling becomes something else entirely; using coercion, pressure and tricks to rip somebody off only works in scam operations.
Selling is communicating in a way that moves a conversation forward towards your goal, which typically involves the buyer parting with money or time.
A good communicator knows the right questions to ask to identify the buyer’s needs, pain points, desires, objections and levels of commitment. He sells to each person differently.
Communicating with intent implies that you are setting expectations early. You are there to make a sale, not to dance around the issue and waste people’s time.
Presenting the product in a positive light means demonstrating value and keeping the conversation focused on the buyer’s interest.
Negotiating is negotiating. The greatest danger here is that you undervalue your product or service. Making one sale is not worth diminishing the perceived value of what you are offering.
You always have to be willing to walk away from bad business.
Salesmanship Is The Best Skill You Can Learn
Sales is the swordsmanship of business.
If you are selling for a legitimate company, then you are the tip of the spear. You are closest to the money and without you there is no money.
You are out there in the trenches, on the front lines, making business happen. So you get paid first and make more than an accountant working in the back office.
Every other position at the company is an expense for the company. Only you have a direct impact on the bottom line – both the company’s and your own.
There is never any question as to what value you are adding to the company – it is clearly quantified in the revenue that you have brought in.
Other employees have little opportunity to directly effect their bottom line. They don’t have full control of their upside potential — bonuses and promotions are often decided by superiors.
Learning salesmanship can also get you better women, better friends, a better job, a higher salary, a better rate on your mortgage, access to influencers and a ton of social proof along the way.
Selling teaches you about people. How to get through to them, how to make conversation and how to deal with egos.
Selling polishes your character through fire. You get real-time feedback on how your personality is perceived by others.
Selling gives you the skills to promote yourself and your ideas. Unless you have an agent representing you, it’s up to you to get your message heard.
Selling shows you how to operate from a position of weakness.
If you are introverted, selling gets you way out of your comfort zone. While I do not condone the nurturing of weaknesses (better to play your strengths!), in this case going against your nature promotes a necessary growth and development.
Learning how to negotiate in a business setting will put you in the mind-set that everything in life is negotiable….
And that is a good mind-set to have… because everything in life is negotiable. Even your taxes if you have a good accountant.
The rest is up to you…