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Why Selling is a Waste of TimePosted by: Michael Port
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I couldn’t think why anyone would be visiting us, until I saw my client. Clearly I had completely forgotten our appointment.
Luckily my daughter promptly took a nap and we were able to have a wonderful session. I reassured my client that I would not be late again and I reflected on what my role was in creating this scenario.
As the love story continues I have to do what most lovers do, question my level of commitment and involvement to the people I serve. As I do that I become aware of the importance of taking care of myself first.
In fact most small business owners forget that serving themselves is a way to build trust and credibility. The more I communicate clearly with myself and follow through on my own requests the more energy, clarity and enthusiasm I have for my clients.
This week schedule some time to meet the agreements you have made with yourself. Notice how serving yourself first can feed your business success and reinvigorate the love story between you and all the inspiring clients you serve.
-- Jeanne
Book Yourself Solid Coach in Training
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Comments
Posted by Jeff Blumer on 2007-11-21
I agree selling is a waste of time. Spend the time that you would developing the sales skills" gaining a better understanding of what results you clients are looking for.
Developing the ability to deliver what our clients need and the likability to develop the relationship to a point where they give us the chance are the keys to our success.
I agree selling is a waste of time. Spend the time that you would developing the sales skills" gaining a better understanding of what results you clients are looking for.
Developing the ability to deliver what our clients need and the likability to develop the relationship to a point where they give us the chance are the keys to our success.
Posted by Bob Armstrong on 2007-11-21
Michael, I agree 100%. Much time is spent in sales books about "overcoming objections" and ploys to get a signature on the dotted line. All have their place in the process. But what most salespeople know and don't want to acknowledge, is the first 30-60 seconds in the introduction phase of the presentation. Working on the 60-second commercial for you and for your product/service, I believe, is crucial for selling success. Are you friendly, likeable, relevant, compassionate, etc, will be gained in the initial contact. Remember too, it's still a WIIFM (What's In It For Me) for the client. Don't walk by that with facts and figures without tying down how those facts relate to the client's needs. Great forum Michael to help us better relate to our clients and learn to "Book Ourselves Solid!" Keep it up. We love you.
Michael, I agree 100%. Much time is spent in sales books about "overcoming objections" and ploys to get a signature on the dotted line. All have their place in the process. But what most salespeople know and don't want to acknowledge, is the first 30-60 seconds in the introduction phase of the presentation. Working on the 60-second commercial for you and for your product/service, I believe, is crucial for selling success. Are you friendly, likeable, relevant, compassionate, etc, will be gained in the initial contact. Remember too, it's still a WIIFM (What's In It For Me) for the client. Don't walk by that with facts and figures without tying down how those facts relate to the client's needs. Great forum Michael to help us better relate to our clients and learn to "Book Ourselves Solid!" Keep it up. We love you.
Posted by Wendy Matthews on 2007-11-21
Good Morning,
Thankyou for this wonderful reminder to be real. I do love the web sites I come across where I get an instant feeling that I'd love to just have a chat over lunch with this interesting person.
You have given me the reminder to find ways of being genuine in everything I try to convey on my web site,
Thanks so much,
Enjoy an awesome day,
Wendy.
Good Morning,
Thankyou for this wonderful reminder to be real. I do love the web sites I come across where I get an instant feeling that I'd love to just have a chat over lunch with this interesting person.
You have given me the reminder to find ways of being genuine in everything I try to convey on my web site,
Thanks so much,
Enjoy an awesome day,
Wendy.
Posted by Carson Danfield on 2007-11-21
I disagree - selling is not a waste of time. Think about this - no matter what you can design, build, repair, manufacturer or create, nobody makes any money until something gets sold.
While I understand that knowing what your present clients want and need is important and presenting them with solutions that fill those needs can result in the generation of additional income, don't you think that process qualifies as selling?
Sure, you're not cold-calling and trying to push your latest, greatest new idea or product to unknown prospects. But you're posing a possible solution to problems of your existing client base. In doing so, you'll need to educate them, making them aware of their problems and convince them that you have the proper solution. In essense, isn't that selling?
If you truely think selling is a waste of time, imagine a world in which there were no salesmen. No one to go out and sign up customers. Instead of salesmen, we'd be nothing more than order-takers, waiting for someone to place an order. We'd be just sitting there, waiting for the phone to ring.
If you think selling isn't important, let me ask you this question - How did you get the customers you now have? Did they just contact you out of the blue and say "Hey, I want to buy whatever you have!"
Probably not. I suspect that you proactively persued suspects, turned them into prospects and eventually converted them into customers. Isn't that the essence of selling?
When you place an advertisement in print, on radio & TV, or on the web, isn't that selling? You're pitching your product or service to an audience that you hope will be receptive and buy from you.
Who's more likely to prosper - a passive order-taker or an aggressive, proactive salesman?
Important note - Nobody makes any money until something gets sold.
I disagree - selling is not a waste of time. Think about this - no matter what you can design, build, repair, manufacturer or create, nobody makes any money until something gets sold.
While I understand that knowing what your present clients want and need is important and presenting them with solutions that fill those needs can result in the generation of additional income, don't you think that process qualifies as selling?
Sure, you're not cold-calling and trying to push your latest, greatest new idea or product to unknown prospects. But you're posing a possible solution to problems of your existing client base. In doing so, you'll need to educate them, making them aware of their problems and convince them that you have the proper solution. In essense, isn't that selling?
If you truely think selling is a waste of time, imagine a world in which there were no salesmen. No one to go out and sign up customers. Instead of salesmen, we'd be nothing more than order-takers, waiting for someone to place an order. We'd be just sitting there, waiting for the phone to ring.
If you think selling isn't important, let me ask you this question - How did you get the customers you now have? Did they just contact you out of the blue and say "Hey, I want to buy whatever you have!"
Probably not. I suspect that you proactively persued suspects, turned them into prospects and eventually converted them into customers. Isn't that the essence of selling?
When you place an advertisement in print, on radio & TV, or on the web, isn't that selling? You're pitching your product or service to an audience that you hope will be receptive and buy from you.
Who's more likely to prosper - a passive order-taker or an aggressive, proactive salesman?
Important note - Nobody makes any money until something gets sold.
Posted by James Frazier on 2007-11-21
The fastest way to NOT sell me anything is to try and "sell" me. It insults my intelligence and casues me to put up my defenses immediately. I want to buy from those who I have developed a personal relationship and that I trust.
The fastest way to NOT sell me anything is to try and "sell" me. It insults my intelligence and casues me to put up my defenses immediately. I want to buy from those who I have developed a personal relationship and that I trust.
Posted by Lamar Steen on 2007-11-21
You are on the right track! Not only with your strategies and concepts but with the online short to the point videos. Your comments on selling vs. likability are right on! Keep up the great work and keep the videos coming.
You are on the right track! Not only with your strategies and concepts but with the online short to the point videos. Your comments on selling vs. likability are right on! Keep up the great work and keep the videos coming.
Posted by talyne corlyn on 2007-11-21
I am in complete agreement with you. Thank you for validating this theory for me. This is my entire gig. Being on of the crowd makes it much easier to deliver my message of empowerment. People respond positively when I am real. Being from Alaska gives an impression before I ever arrive and I always "dress up" for people in my good jeans.
Have a great day!
talyne
I am in complete agreement with you. Thank you for validating this theory for me. This is my entire gig. Being on of the crowd makes it much easier to deliver my message of empowerment. People respond positively when I am real. Being from Alaska gives an impression before I ever arrive and I always "dress up" for people in my good jeans.
Have a great day!
talyne
Posted by Catherine on 2007-11-21
Great video! I agree with your philosophy of selling. Selling is a waste of time because there are automated systems that can do it for you. Once you grasp the idea that people are looking for three things in life: save money, be healthy, make money; then you can 'sell' them anything that will appeal to these human needs and desires. Don't sell the product, sell the solution. And be backed up by a group of professionals to handle the 'human touch' for you while you spend your time developing your business and findind more and more solutions to your clients' needs.
Thank you!!! I'm glad to be in your email list.
Catherine
Great video! I agree with your philosophy of selling. Selling is a waste of time because there are automated systems that can do it for you. Once you grasp the idea that people are looking for three things in life: save money, be healthy, make money; then you can 'sell' them anything that will appeal to these human needs and desires. Don't sell the product, sell the solution. And be backed up by a group of professionals to handle the 'human touch' for you while you spend your time developing your business and findind more and more solutions to your clients' needs.
Thank you!!! I'm glad to be in your email list.
Catherine
Posted by Michael Port on 2007-11-21
Amen, Jeanne Catherine! Beautifully written and intimately expressed. You tell the truth... our work is a love story disguised as a business. But, in order to love others one must love themselves. In order to love yourself, you must take time for yourself. Standing in the service of others is most meaningful when you also stand in the service of your own destiny.
Michael Port
Creator of the Book Yourself Solid System
Amen, Jeanne Catherine! Beautifully written and intimately expressed. You tell the truth... our work is a love story disguised as a business. But, in order to love others one must love themselves. In order to love yourself, you must take time for yourself. Standing in the service of others is most meaningful when you also stand in the service of your own destiny.
Michael Port
Creator of the Book Yourself Solid System
Posted by Angel Hale on 2007-11-21
Love the love relationship analogy for clients. I experience the exact same thing with my clients and have just recently aloud for evening sessions for a client who has been unable to schedule daytime appointments. As a rule, I have only allowed for 10 min. booster session as needed in an evening, when I am available, so this has been a little bit of a stretch for me. Love is absolutely the reason I have allowed for evening sessions and it is also love that has allowed me to gently place parameters around how long I will be able to accommodate sessions in the evening. Since my client is attending college and working, we have agreed that beginning May first she will rearrange her schedule in order to make a 45 min session every other week (day-time/within my work schedule) possible. We are both wonderful with this arrangement and her gratitude for my flexibility in this brief session is a testimony not only to the benefits of flexibility but also to the modeling of self-care that we offer when we lovingly set parameters.
Thanks so much for sharing this topic and allowing for the yummy discussion of sharing in the love!
Cheers!
Love the love relationship analogy for clients. I experience the exact same thing with my clients and have just recently aloud for evening sessions for a client who has been unable to schedule daytime appointments. As a rule, I have only allowed for 10 min. booster session as needed in an evening, when I am available, so this has been a little bit of a stretch for me. Love is absolutely the reason I have allowed for evening sessions and it is also love that has allowed me to gently place parameters around how long I will be able to accommodate sessions in the evening. Since my client is attending college and working, we have agreed that beginning May first she will rearrange her schedule in order to make a 45 min session every other week (day-time/within my work schedule) possible. We are both wonderful with this arrangement and her gratitude for my flexibility in this brief session is a testimony not only to the benefits of flexibility but also to the modeling of self-care that we offer when we lovingly set parameters.
Thanks so much for sharing this topic and allowing for the yummy discussion of sharing in the love!
Cheers!
Posted by Lou Bortone on 2007-11-21
Great post, Jeanne Catherine.
Very eloquent and genuine. Thanks for sharing it...
Lou
Great post, Jeanne Catherine.
Very eloquent and genuine. Thanks for sharing it...
Lou
