What is healthy selling? Like the name implies, Healthy Selling is a healthy way to sell. Too many salespeople are taught that sales is a numbers game. For years I’ve had salespeople come to me from other organizations and they are just burnt out and stressed. Many times their health is questionable or at least not as good as it might be.
All of these are symptoms of an unhealthy selling sales process full of pressure, stress, and manipulation. They take a toll on the sales person and the customer or the prospect. There is a better way.
A Healthy Selling System helps salespeople and business owners sell their goods or services without pressure, stress or even the need to close. You might be asking , “how can you possibly sell without needing to close?” And that would be a good question.
You see, it was questions like that they got me started down the path of creating a Healthy Selling System. I decided to work backwards and I asked myself, “what would I need to do differently to sell without having the need to close by applying pressure or stress?” Believe it or not the answer was simple, stop selling.
Now I am not the first salesperson ever come up with the idea to stop selling. And what I discovered when I did my research of other people that claimed to stop selling was that it was just another tactic to manipulate the situation to get the sale. I realized you genuinely have to stop selling.
In order to do that you have to make a couple of decisions. First off, it starts with a decision to put your clients or prospects needs first in all situations. That means if your competitor has a better solution for what their particular need is you need to recommend your competitor. Secondly, you have to actually care about the needs of your prospect or customer. That means you learn to ask questions to truly understand their situation so that you can make a proper determination on whether or not you are able to even help them.
When you put their needs first and then you learn how to make a proper presentation, then and only then will you learn how to make sales without objections, rejection, or the need to close.
Have you discovered anything about your sales process while reading this post? Leave me a comment and share your takeaway.
Know a sales person who might benefit from changing their sales process to a healthy selling process? Share this post with them, on LinkedIn, or any other social media website.
I love how Joe Polish addresses the question, is selling evil. Watch this short video.
In my next post I share how to properly close a sale.
Traditional sales training tells every trainee to Always Be Closing, it’s part of the ABC’s of selling. The problem with that is that in this day and age no one wants to be sold anything. The good news is they still love to buy and it’s important you understand they desire to buy for their reasons, not yours.
It’s simple avoid old-school, hard-core closing, it’s inappropriate and all it will do is cost you sales instead of help you sell. If your a sales veteran you may very well be saying to yourself, “it works for me,” or “I still get sales.” I know you still get sales but are you getting all the sales?
If you’ve been selling for a few years think over the last year and compare it to previous years. How are your sales? Are they easier then ever? Or, do you find that you have to work harder to make the same number of sales you used to make?
If you’re like most of the salespeople and business owners I talk to it’s the latter, more difficult to make sales. The biggest reason sales are more difficult to make is because most salespeople and business owners haven’t changed the way they sell.
Are you willing to test your sales process and see if it’s possible to grow your sales? Imagine the sales process becoming easier and easier.
More has changed in the last 10 years than in the previous 50 to 100 years combined when it comes to how your prospects and clients are educated in the marketplace. The old days of a salesperson actually knowing their product better than a prospect are done and over. These days it only takes a few clicks of a mouse for someone to find out just about everything they need to know about you, and whatever it is you are selling, whether it be goods or services.
Buyers are not interested in being sold something they don’t want, can’t afford and won’t use. And why should they be? What they want is to be treated with respect and they want to be understood. It’s only then when they feel understood that they are ready to move forward, and then they only buy if they have a problem they desire your help to solve.
So next time you’re trying to make a sale, STOP. Focus your time finding out the prospects real needs, focus on understanding their perspective, and determine whether or not you can help them before you even think about making a sale, let alone always be closing.
What’s your experience with “Always Be Closing”, share in the comments below.
Do you know a struggling sales person who might benefit from updating their sales process? Share this post with them on LinkedIn or another social media website.
For a long time in my sales career I used to take a break after a sale until one day another salesperson pointed out that they jump right back in and usually make a sale on the next call. They were convinced that they were “in the zone” and that is was the best time to call a prospect.
So, I followed their advice and I did find that most of the time I’d make a sale if I prospected right after closing a sale. In the short run I would recommend you do the same thing. In the long run I would take a look at what’s different and learn how to bring that to every sales conversation.
That’s what a Healthy Selling System is all about. It’s not some gimmick or method, it’s a way of being genuine and putting the prospect and clients needs first so they know you are there to help. You can be “in the zone” all the time and close more sales than you even think is possible when you stop selling.
How do you get the sale if you “stop selling”?
That’s what I am going to cover in my blog posts, so if you haven’t done so yet. Go ahead and get signed up for the Healthy Selling Newsletter, and learn tips to improve your sales process to become a healthy sales process.
Do you know someone struggling in sales? You might share The Healthy Selling System Blog with them. Share this post on LinkedIn or another social media website.
To ensure I cover your problems, in the comments below share your struggles.
Let’s improve our lives with healthy selling systems.