Serving First Selling Second

Posted by IanDSmith under Sales
From http://www.portfoliopartnership.com 4257 days ago
Made Hot by: mikehartman1 on March 13, 2013 7:36 pm

In his latest book To Sell Is Human; Daniel Pink explores the concept of serving as a more effective mindset and approach for sales professionals to move prospects. He believes we are all selling in some way today. If you are trying to move others, you are selling. Specifically the research strongly supports that selling is most effective when it is serving the customer and improving his life. This post shows how to do it.

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Comments

Written by IanDSmith
4257 days ago

Agreed and the subtlety Harry is in how you build that relationship, how you engage with that specific prospect not the company but the individual human being. The point Daniel is making which I've been practicing for the last 5 years, is that the relationship starts with great questions to find the real problems worth solving. In B2B this takes skills and a great process to guarantee success.

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Written by AngelBiz
4257 days ago

Ian - Interesting concept. I look at this as Relationship selling. Your job is not to sell the gadgets, but to build the relationship with the customer, understand their needs and then offer how you can make your customer's life easier by offering solutions that meet those needs. Writing a purchase order should come last and should be the least painful part of selling if you have done your job of building the relationship.

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