The Art of Selling

Wells Concrete BlogUncategorized

Credit: Original article published here.

We talk and talk and talk about products (benefits & features) and the company (services & capacities) but, what really makes the sale is all about the “Art of Selling”.  How to attract and engage our customer/clients with back to the basics.  We have websites, tours, webinars and box lunch seminars to educate (products & company) but do we have the audience’s attention.  Below are ways/insights to get their attention and keep them engaged.

  1. Performance Profession
  • It’s not just knowing it (knowledge – still very important)
  • It’s not just doing it (working hard – checking the boxes)
  • Selling is about how you did it!
  • Did you communicate the ideas and solutions to the customer/client so they have an understanding and can apply it to their situation?
  1. Outward Mindset
  • It’s more than just giving the most (time)
  • It’s more than just helping the most (data & information)
  • It’s more than just extending the most (availability)
  • Selling is about knowing your customer/clients by having empathy, being curious and developing a great listening ear.
  1. Improving Sales
  • It’s not a science (develop your style)
  • It’s not data and formulas (units, stats or % )
  • It’s not about being “Lucky” (best territories or clients)
  • Selling super powers are about Judgement, Focus and Prioritizing
  • Selling is about connecting human to human
  1. Focus
  • It’s not about quantities (so many of this, so many of that or checking the box)
  • Selling is about quality and closing the deal
  • Need to focus on the 20% tasks that bring the order in and not 80% of the tasks that account for work.  Top Sales people do this often and well.
  1. Sell to People
  • It’s not technology (data, graphs or history)
  • It’s not a human commercial (displaying your products & company)
  • Selling is about being an “Insider of the Tribe”
  • If the tribe doesn’t know you, they will not trust you and they also will not believe you and anything you say will be considered a lie.  Find common ground, invoke trust, be understood and do what is right.

I think if you look deep, a lot of these applications/insights can benefit all of us in many ways!

Just remember, you didn’t do it all by yourself.
Quality never cost as much as it saves.
Pale ink is better than the most retentive memory.

Have fun doing it!

Rick Ostgard
Sales