The best way to sell more is to stop thinking about selling.
When we think about selling, we’re focused on ourselves. We’re really thinking about meeting quota, payroll, paying bills, supporting our family. That focus prevents us from really connecting and listening. It prevents us from identifying those true opportunities.
When we’re thinking about selling, we miss the cues others are sending. We spend our time telling people about our value instead of listening to people share their circumstances and challenges.
Instead of thinking about selling, spend your time wondering about others. Get curious. Sales will come when you are focused on learning about others.
The benefits of listening in sales
If you subscribe to the belief that you can’t sell anything to anyone, but people will buy from you when they have a need and trust you, it will be easier to let go of the idea of selling.
Your job as a salesperson is to learn as much as you can about people, businesses, and circumstances. Find out what others are dealing with; what they are challenged by. Then figure out how you can help them. Many times the help will be connecting them to a resource. It won’t be selling them something.
You will do your best work and grow your business when you are learning. It is only at that point that you can provide a solution to a problem. That’s because there first has to be a problem.
The only way you will know IF there is a problem is when you are doing discovery instead of sales. Turn your attention to others, to learning, to helping. This practice will prevent you from trying to sell.