What is selling, really? Ask ten salespeople you’ll get ten different answers. Ask ten executive, you’ll get ten more. But what is selling, really? IMHO, selling can be boiled down to the following basic principles:
1. Selling is 60 percent listening and 40 percent talking.
When you’re having a conversation with a customer, your main goal is always to figure out how (and whether) you can help that customer. This is impossible when your mouth is open.
2. A sales message consists of two sentences.
Like so: 1) why your customers hire you, and 2) why you do what you do better than anyone else. If you can’t get your sales message down to these two short sentences, you’re not selling, you’re blathering.