What do we sell when we sell and what do we sell when we don’t? LinkedIn is packed with “successful” top salespeople and managers, right? It’s impressive, but reality can be different. As business owners, salespeople, account managers, or customer service reps, we’ve all faced the challenge of selling ourselves or our products/services without coming across as too pushy or overwhelming, which can turn potential buyers off.
So, where’s the line, and how do we avoid crossing it? First, we need to be comfortable hearing NO. Understanding that NO is part of the job and happens more often than YES is a game-changer. The second important aspect is YES. Hearing YES enough times helps fine-tune our approach. But let’s focus on NO. What’s crucial is understanding why someone said NO. There can be many reasons: NO as in never and not interested, NO as in not the right time, or NO because they didn’t understand you. To decipher NO, focus on two things:
- How you communicate and what you say
- Always giving the other person the space to express themselves – listening is more important than talking.
NO is more valuable than YES! When a customer/client says NO, it should trigger a reassessment of what you could improve and whether something was off. NO is a process of learning, strategic thinking, and growth. If it’s not, then you’re not ready for development (sorry).
Let’s get back to sales. Sales is definitely a skill that requires constant learning and understanding of your environment. While each industry has its specifics, my experience shows that the best sales happen when we’re not selling. I don’t sell; I look for clients I can genuinely help. If I understand their needs and problems and can truly offer a solution, then sales become just a formality. The answer to our initial question lies in understanding the needs of our customers/clients and being ready to offer the right solutions.