I’m always amazed and envious when watching good salespeople in action selling products or services. They make the job of selling look incredibly easy. They talk to the prospect in a pressure-free manner, are at ease with the prospect's questions and objections and have a very accurate internal clock to tell them the right time to ask for the sale.

A sincere interest in helping solve the prospect’s problems, the right product benefits and recognizing when to call for a decision from the buyer are factors that combine for success.

Most people in business with jobs other than sales are quick to point out that they don’t enjoy selling. Some might even say they hate it. Many say they don’t want to be a salesperson and that means not now and not ever.

Their reluctance to master the art of selling could be a career crusher as an employee or as the company owner. Selling involves more than pushing life insurance, hawking used cars or dialing for sales by telemarketing.

Good selling skills help people in business accomplish many other things, often indirectly:

1. Getting your idea for increased efficiency accepted by the committee.
2. Convincing your team that the new project will add to their job security.
3. Resolve customer problems quickly through negotiation and compromise.
4. When acting as a purchaser, help recognize “puffed up” sales proposals consisting of "smoke and mirrors".

Good selling skills also help outside of work with:

1. Getting charitable solicitations from others for your favorite cause.
2. Convincing friends and family that your way is best.
3. Bringing about change in clubs and organizations in which you are a member.

How do you get better at selling even if you are a reluctant salesperson?

1. Practice asking for the order. In simple terms, pop the question? Will you . . . . ?
2. Understand the benefits you offer and be able to explain them in simple terms at first and in more detail later if asked.
3. Study body language and look for the prospect’s unsaid but obvious reaction
4. Take a course or read a book in selling basics.

You will never regret learning the fine points of selling. They are principles that can be applied everywhere and everyday to help you get what you want.

If I could show you how to become comfortable with the selling and negotiating processes in your business, what would that be worth to you?

If you’d like some help with getting better at selling send me an e-mail. Click here.

"Art is making something out of nothing and selling it." -- Frank Zappa

"Don’t let the fear of rejection overcome your desire for success." -- Zig Ziglar

"Aspiring to a small business that does what it does very well is a noble pursuit." -- Norenda Rocherolle

I’ve always enjoyed selling things; it’s the not selling and rejection part that gets to me. Just like most people, my introduction to selling was spontaneous and without training. One of the first “real” selling experiences I recall was selling a pony at the age of 15. I think the pony was about 15, too. She was better at selling because she knew enough to keep her mouth shut after pointing out the benefits. That’s why they call it horse sense and not people sense.

Over time, I got better at selling horses and used cars; I needed to because I always seem to have one or the other. What was the first thing you ever sold?

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