Don’t think because you are talking, you are selling. Selling isn’t about how well you can present your products or services. It’s not about how much you know. In fact, it’s not as much about you as you think. You were given two eyes, two ears and one mouth for a reason. You should be watching and listening 8o% of the time and talking 20% of the time, and the 80% of the time you are talking, you should be asking questions. You have to be present and pay attention with the right intentions to truly be selling. The following poem helps establish the 80/20 rule for professional sales intentions. You’ll notice that the focus is 80% about the consumer or buyer and 20% about the seller. This is the 80/20 rule of professional sales intentions.

The Sales Professionals Promise

To assist you, not tell you.

To help you, not sell you.

To care more about you,

Than what’s in it for me.

To always do what’s best for you!

By Mike Moore

Comments
  1. Rob Peters says:

    Mike:

    Your insights are crisp and clear, but the more sales management teams across many industries needs to understand this message.

    We have been talking about consultative selling for (um huh) 25+ years or more!.

    PowerPoint Decks have been the excuse to talk about my business, my services, and me!

    Questions are so powerful and you gather so much information and yes wisdom we allows you to build trust and stand out from the crowd.

    Thank you for being of service!

    Regards,
    -Rob

  2. living4bliss says:

    I agree. We must remember that people buy from people that they like and no one likes a salesman (I believe I heard that from you.) All good conversations begin with asking about the other person and then LISTENING to their needs.

    The sales pitch should fall into the conversation naturally, not be forced.

    Thanks for another good one.

  3. […] By Mike Moore : Making & Keeping Customers…Training and Coaching for Sales Managers, Salespeople, Interior Designers and Customer Service […]

  4. […] By Mike Moore : Making & Keeping Customers…Training and Coaching for Sales Managers, Salespeople, Interior Designers and Customer Service […]

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s