What is the first thought when you hear someone is in sales? Is it positive? In our culture we often think of selling as something that is not positive. Trying to get something from others. Why? Where did this come from? Could it be because we all have encountered the “Glad Handing Networking Jerk?” The person looking to constantly take and never give.
A key misconception about sales is that it is an effort to get something from others. However the truth is that sales at its best and most effective is precisely the opposite. It is about giving. Selling is giving: giving time, attention, counsel, education, empathy, and value. In fact the word sell comes from the Old English word Sellan which means "to give."
I have the privilege of teaching other professionals (accountants, attorneys…) rainmaking skills and continually stress the importance of giving first. People like to do business with those they like and trust. How do you build like and trust? By giving first and also by giving unconditionally – serving others. A wonderful quote from Keith Ferrazzi his book Never Eat Alone is, “the currency of networking is not greed but generosity.”
Everyone is looking for more customers, clients, sales… how are you trying to get this business? Are you and your team focused on getting or giving? Are your sales just a transaction with a buyer or a relationship with another human being?
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For someone who is never in her comfort zone if she feels like she's "selling" - THANK YOU FOR THIS!
Posted by: Brenhoover | April 26, 2010 at 08:19 PM
Another great book on the same subject is the "The Trusted Advisor" by Maister and Green. It should be a must read for anyone interested in providing professional services.
Posted by: Ed Wielage | April 30, 2010 at 02:52 PM
Scott
I am a lawyer in the UK and have been in practice for 14 years. Prior to that I was in sales and marketing and it has been fascinating to watch how professional service firms have had to adopt a much more modern, and dare I say, refined approach to sales and business development.
I think your site is great and have in fact forwarded the link to a client to show him what can be done.
The problem for professional service firms is that the process of selling involves the deliver (of the service) having to sell themself which is always a difficult proposition. My experience is that lawyers are great when it comes to an elevator pitch around features - I have been in practice for x years, acted for businesses like yours and have masses of success stories - but they don't get the empathy thing and focus on the benefits.
Great post and I am sure you follow him but Charlie Green of the Trusted Advisor is a great guy to follow as is Bret Simmons
Regards
Julian
Posted by: Julian Summerhayes | May 02, 2010 at 05:52 AM
Anne Beiler, founder of Auntie Anne's, has a great way of putting the whole concept into one succinct phrase: "Give to get to give again". For me, that says it all. A great post! Thank you for sharing.
Posted by: Keith Hartman | October 30, 2010 at 10:41 AM