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We all know what sales is about, don’t we? Well, when I see the efforts of many sales people I begin to doubt they really understand the true purpose of sales. You see, it can be viewed in so many ways and the purposes from each viewpoint may seem to be at odds.

For example, the sales person may see what they do as reaching quota to hold onto their job, or as a means to increase comission and enhance their survival. Some customers may even see the sales effort as a threat to their survival. You know, if the sales person wins, everyone else loses.

Maybe we should, as the renowned French Philosopher Voltaire was so fond of doing, define our terms to reach a common understanding, Once this is achieved, then some sense may be made of the subject. Let’s look at the term ‘Sales.’

It could be termed “A method of exchanging goods and services for money or kind where both parties achieve a particular benefit that is balanced.”

That sounds pretty reasonable, wouldn’t you agree?

Aha, there I go, selling to you. How? By eliciting agreement. A sale is achieved by achieving a continuing and growing number of agreements. If you look further you see that the agreements must enhance the survival of both parties. Once achieved, you have an exchange that both parties are happy with.

How does this translate into a sales tip?

EASY

All you have to focus on when you approach a prospective client is that your concern must be to provide a benefit that is recognised by the prospect as such. That’s all.

If you focus on how whatever you are selling provides a benefit for the client, and make sure you receive fair exchange, you will sell.

People are intuitive beings and they will pick up on any lack of ethics or uncertainty on your part. People buy from people they trust, not necessarily those they like. If you honestly believe in your product you will sell. If you do not you will find ways to fail.

Be honest, firstly with yourself, then in all your dealings and you will be successful. The degree of your success will depend on you.

Live well,

Ollie Lind