Selling Without Selling
Have you even watched some sales people as they sell and you think to yourself they do not appear to be selling anything at all? Sure, they are a salesperson or account executive or whatever their fancy title for sales person says on their business card. Individuals that do this are salespeople, and while they go about it in a different way, they are not hiding anything.
The prospect and potential customer and anyone else who is watching; yet they seem so smooth you wonder what are they doing and how are they so good at it? Well, they doing what I call selling without selling. They are not doing what most people think of when they think about selling, but rather taking a completely different approach to it.
They are not doing most of the talking, they are not telling the customer to buy this or that or the other thing, no, instead they are selling, but without really selling you see? They are discussing with the potential customer or client their needs, interests and desires. Finding out what objections the prospect might have, as well as knowing the likes and dislikes, is necessary to make a good sale.
They are developing rapport with client and making sure that what they are selling can do the trick for them. No on the surface it does not look like selling does it and perhaps this is why they make so many sales and still find it in them to walk away without remorse when the product or service that they are selling is not a good fit.
About the Author
Dave Roth runs http://www.elitecrmsoftware.com, a site that reviews popular small business crm software that's available on the market today. The site offers reviews for crm software that would help a small business drive sales and revenue.
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