Selling is Serving Because Somebody Needs Your Help!
The first step in sales is marketing. The second step is selling. You need both steps and they are completely different. Don't confuse the two. And don't leave either step out.
The distinction is this: marketing is getting the word out and sales is getting the money in. Many women have trouble with one or another or both of these steps, largely because it falls under the category of "tooting your own horn." And that makes women uncomfortable, because we don't want to be seen as arrogant or boastful, cocky or brazen. Society reinforces the idea that women who are too forward are unfeminine, and both men and women harbor these opinions.
But every dollar in your bank account is a testimonial from the people you helped. You believe your product or service really helps people, don't you? Don't lots of people thank you for it? Aren't they richer, happier, prettier, healthier, less tired, more productive, or otherwise better off because of it? Then it stands to reason that if you withhold it from people by not promoting it, not talking about it, then you are doing them a disservice!
Another reason we don't make sales calls is because we're not good at it. Who likes to do things they're not good at? It's much less threatening to write another blog post than call someone. It's much easier to post something on Facebook than to suggest you find a time to talk with one of your Facebook friends and get to know them better.
Instead of "Selling", Call it "Convincing" or "Persuading"
Everyone is in sales. When you convince your significant other to go with you to the movie you want to see, that’s a sale. When you convince your child to stay in school, that’s a sale. When you convince a friend to stop drinking, that’s a sale.
I’m reminded of a conversation I had one day with a boyfriend named Bobby. I was trying to convince him to go with me to a movie. Well, Bobby was a salesperson too, and all of a sudden noticed all the sales techniques I was using on him.
He said, “Chellie, you are closing all the time and you don’t even know you’re doing it!”
When I said, “Well, you know you want to see me,” he said, “That’s the Assumptive Close!”
I continued, “And we could either go see that romantic comedy or the spy movie” and he said, “That’s the Alternative of Choice Close!”
I said, “We would have fun, get to laugh, eat popcorn, have some balance in our lives, and the only down side is taking some time away from work.” “Benjamin Franklin Close!” Bobby hooted.
“So what do you think?” I said, and stopped talking. Bobby didn’t say anything either.
After a long silence, Bobby said, “Final Close, and The Next One Who Speaks Loses. I guess that’s me.”
And so we went to the movies!
We’re all making sales every day. Use your powers of persuasion to convince others to contribute to your charity, organize political action, improve the schools in your community, or help you turn a hobby into a money-making home business. Help your company to make more money—and then convince the powers that be to give you a raise. The raise will not come automatically—you have to ask for it and show the reasons why you deserve it. It’s a sale.
You are a marvelous, creative human being and endless opportunities await you. Look for them. Then sell your way into them.
Could you use a little help with sales? Raising your prices? Closing the deal?
Would you like help making more money? And having more time off for fun, too?
One of the best investments you can make in yourself and your business is to take the Financial Stress Reduction® Teleclass. As the past owner of a bookkeeping service with 13 employees and half a million in sales for 12 years, I saw first-hand the problems people had with money. I invented the 8-week program in 1990 have been coaching people to achieve their financial dreams ever since.
