3 Keys To Selling Just About Anything, Including Yourself

Selling ice cubes to Eskimos and other core techniques

Two Businesswomen Shaking Hands In Modern Office
By Gretchen Barton

To me, selling always seemed like a magical pursuit. Growing up in a sales family, I would hear stories about salespeople who somehow were able to sell just about anything -- whether it was selling organ meat that no one wanted to eat or selling ice cubes to Eskimos.

If I didn't know what I know now, I would've thought that salespeople were either magicians or hucksters -- or perhaps both. For a long time, hearing about the best salespeople always seemed to be coupled with a story of how a salesperson "got one over" on somebody or tricked somebody into buying something that, if they were in their right mind, would never buy. But now, I know differently.

Sales is not, nor ever was, about tricking people into buying what you have to offer. Rather, sales is about connecting with people professionally and finding out how what you have can help with what they need. Here are the three core sales techniques (that don't involve ice cubes or Eskimos), which have helped me in my role as a salesperson.

1. Be fascinated: When it comes to sales, if you're not fascinated with your product or your prospect, you're in trouble. Successful selling relies on your ability to be obsessively curious and captivated with the product you are selling and the person to whom you are selling.

2. Connect the dots: Selling to people relies on your ability to connect the dots. As a salesperson, you must be able to find what is known as the pain point -- the thing that the client truly needs -- and then connect that point to what you have to offer. Whether it's connecting a pain point of being really hungry to offering your client a hamburger, or connecting a pain point of wanting to be stylish and you are offering your client a stylish new car, connecting the dots allows you to find and ultimately fulfill your client's greatest need.

3. Be impeccable: To differentiate yourself and give your client every reason to trust you, it is essential to be impeccable in every way as a salesperson. Being impeccable means selling professionally and with integrity each and every time. It means showing up on time, being honest, dressing with care and having a great attitude every time you engage in the selling process. When you are impeccable in every way, it reflects well on you and on what you are selling, ultimately leading to more sales and more success.

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Gretchen Barton is a writer for the National Association of Sales Professionals, the largest online community dedicated to sales, customer service and social media marketing. NASP offers sales certification programs as well as training courses for sales, customer service and social media marketing. NASP provides its members with a content-rich social networking platform for jobs, articles, assessments, tools, knowledge sharing and networking at http://www.nasp.com (membership is free). Follow NASP on Twitter at http://twitter.com/NASPPRO and on Facebook at http://www.facebook.com/salesprofession.

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Yesterday, a telemarketer called and was pitching me on signing up for Starz, (premium channel). I'm thinking, oh God. not in the mood for this convo. So his pitch is something along the lines (I wasn't really paying attention.... just wating to say, "No" politely. (I've worked as a telemarketer long ago and so I have compassion... it sucks)... Well they guy tells me it's like $12./mth... I say, "I don't have it because I don't want it."

Undeterred Saleguy starts telling me I'll get a $25 check ... I'm thinking "Big whup"

He then tells me I have to go to some website in some number of days and do somthing to get the check.

"Oh great... so you want me to get Starz which I don't want and I get a rebate check if go to some website and jump through hoops, because naturally, you can't just send me the check."

He says, "Right"

OMG... I almost died laughing... the way he said it was ... yes, I'm agreeing with you it' s a total pain to get this stupid check for a service you don't want.

Laughing still, I tell him he's a great salesperson... but I'll never remember to get my check...

He says, "That's the good thing.. when you force yourself to do things, you become sharper...."

I said, "You are too funny.... fine... sign me up."

This rarely happens.... but this guy was so refreshing... now if I could remember when and where to get my check... and find a way to watch and enjoy a channel I don't want. :))

December 26 2013 at 6:49 AM Report abuse rate up rate down Reply

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