It’s Not What You Sell, It’s What You Teach – How to Sell Part 1

I’m excited to bring you a five-part mini-series on “How To Sell.”  I have observed many sales reps and sales managers who have an incorrect viewpoint of sales.  Thus, they are playing a numbers game which is either a no-win or an expensive, difficult situation.  This mini-series is designed to teach both individual sales reps and sales managers how successful professionals are organizing campaigns and selling.  I believe this will be very helpful for you.

Read the next blog post: The “Expert” Opening Pitch – How to Sell – Part 2: http://bit.ly/2ztoybU

PART 1 – It’s not what you SELL.  It’s what you TEACH.  

To sell and make money you need a fundamental perspective shift.  Here is the average thought process for someone considering a sales career:

• What do I want to sell?
• What value will that create for the prospect?
• Which type of prospects should I target?

This thinking process is totally wrong; it’s not the way you make sales!  It’s not what you SELL.  It’s what you TEACH.

This is the proper thinking process for sales:

• What do I believe in?
• Why do I believe prospects should buy this product or service from me?
• What information should I teach prospects, so they can also believe in this product or service?

Pinpoint the reason for your belief in the product or service you’re selling.  You have access to information that has caused you to conclude your prospects should say “yes” to this product/service.  That information is your entire sales process.  Teach it to your prospects, so they can reach the same conclusion as you.

Sales is absolutely an emotional game, as well.  There are many other things which go into salesmanship.  Read good sales books, watch my other videos or podcasts, read my other articles.  You will soon learn techniques to help you in various areas.  You definitely need to use sales techniques to establish a good rapport with prospects and gain their interest.  However, once you are involved in good conversation with prospects, it’s not what you SELL.  It’s what you TEACH that will help you move forward in the sales process.

Before returning to the field, consider:

• What do you believe in?
• Why are you selling your product or service?
• If you don’t believe in your product/service, find something else to sell!
• Why do you believe in it?
• What information should your prospect understand to come to your conclusion?

Your opening presentation, your pitch, should hinge on teaching your prospects the information you know they need to know.  In the next article we’ll explore how to transition into the opening pitch.

My name is James Shepherd.  Thanks for reading!

The “Expert” Opening Pitch – How to Sell – Part 2: http://bit.ly/2ztoybU

Read previous post:  How Much to Pay Yourself as an Independent Sales Rep

How Much to Pay Yourself as an Independent Sales Rep

Read next post:  The “Expert” Opening Pitch – How to Sell – Part 2

The “Expert” Opening Pitch – How to Sell – Part 2