Selling with Why - Story From: Sell, Sell, Sell!
The profession of selling has changed a lot during my career. Most of us have learned the importance of the art of understanding the customer’s needs and motivations. In essence, using the customer’s “Why?” to help us sell.
But we’ve also seen those sales people and sometimes those companies that just seem to have a knack for making customers want to do business with them. I’m talking about the way people sometimes see to go against all reasoning when deciding who to do business with. They may not really have a need that can be quantified at all but, they still want to buy that product. How do these companies do it?
The two videos below will open your eyes to that emotional effect that trumps all rational decision making.
The first is a presentation by Simon Sinek, author of “Start With Why: How Great Leaders Inspire Everyone to Take Action”. It’s a fascinating look at how the brain makes decisions and how companies like Apple become so cool.
The second is “Does More Money Motivate Higher Performance?”, a lecture by Dan Pink. It highlights how people are compelled to higher performance by emotional motivations, not money.
I think taken together, these videos provide a framework for every entrepreneur and every sales person to ask themselves what their “Why?” is. As a business the answers to this question can be the foundation of breakthrough marketing. As a sales person, asking yourself these questions can give you the ability to compel your customer to want to do business with you. To establish a relationship of trust and respect with your customers right up front.
Its really about “putting it out there”. Letting your customers know where you’re coming from. I think the hard part is that we’re human and sometimes we’re not sure where we’re coming from ourselves. Or at least its difficult to articulate in ways that would be compelling to customers.
For example, I’ve mulled these questions over many times myself since view the videos. As a provider of web based CRM solutions, what’s my “Why?” both personally and for the business?
So far, I’ve been able to identify that I’ve always seen business ownership and entrepreneurship as a core component of personal freedom. I always wanted to start my own business. However, in my early career reality drove me into sales and I came to see that being a commissioned salesperson is the next best thing to business ownership in terms of self determination.
Now, with SalesNexus, I love spending time with business owners and sales people to help them find more customers and keep them. I enjoy it because I appreciate their challenges and because I know that their success will mean financial and personal freedom for them.
SalesNexus is in the business of helping businesses and sales people become free treat their customers like human beings and not numbers. Success breeds confidence and the luxury of time. With those blessings, your relationship with your customers changes fundamentally from the desperation of trying to survive as a business or clawing to meet your quota as a sales person.
So, I think I know why I do what I do and why SalesNexus is successful at what it does. I’m not so sure I’ve figured out how to communicate that clearly and concisely.
I’d love to hear how you communicate your Why?
CRM Software Free Trial – Your CRM online guide to Web-based Contact Management Software Free Internet Trials and the latest news, article, reviews & comparisons.
CRM Software Free Trial – Your CRM online guide to Web-based Contact Management Software Free Internet Trials and the latest news, article, reviews & comparisons.
Post Footer automatically generated by Add Post Footer Plugin for wordpress.
“We here at the “Web-Based Contact Management Software News, Reviews” are posting for your consumption the latest blog posts from the major Web-Based CRM Software vendors around the world who are focused on the development of products that enhance your CRM experience.” enjoy 
——————————
Post Name:
Selling with Why – Story From: Sell, Sell, Sell!
* If Needed – To Read the Full Story: (post’s here may be limited by vendor’s RSS feed) – Highlight above post’s blue title, right click and search with google.
Listed Related posts:
- The Great American Sales Challenge – Your Company Selling on TV - Story From: Sell, Sell, Sell! A new TV show is in the works focusing on sales teams. If your company could benefit from nationwide TV exposure, this could be a huge opportunity!...
- What is a Sales Process and Why Do I Need One? - Story From: Sell, Sell, Sell! Sales Process you'll hear often from sales gurus but, small businesses struggle to see order in the sometimes chaotic rush to sell more. We've released a simple guide to identify your process so you can measure...
- Top 50 Sales Blogs to Watch in 2010 - Story From: Sell, Sell, Sell! This blog and 50 other great blogs on sales ranked as "Top 50 Sales Blogs to Watch in 2010"!...
- The Death of a Stereotype of a Salesman - Story From: Sell, Sell, Sell! Are you a Willy Loman or are you a sales person that breaks the stereo type? Related posts:A New Race Car to Success in 2010 for Christmas This Year Double Your Sales in 2010 Should your...
- Build Your Own Automatic Selling Machine - Story From: Sell, Sell, Sell! Build Your Own Automatic Selling Machine - Free eBook. Schedule of chapter releases, accompanying videos and webinar schedule here....
- 4 Fallacies in Marketing and Selling that Cause You to Waste Money and Destroy Profits - Story From: Sell, Sell, Sell! The Game Has Changed. What most entrepreneurs THINK they know about marketing and selling is wrong. Know what you don't know and profit from it....
- SalesNexus CRM Competes in CRM Idol Competition! - Story From: Sell, Sell, Sell! CRM Idol pits 40 smaller CRM players against each other to choose the IDOL in just a few weeks. Related posts:Review of All New SalesNexus Cloud Computing – What are the Costs After the Subscription? Are...
- Return on Investment (ROI) for Sales People - Story From: Sell, Sell, Sell! To be successful, sales people must measure their own return on investment as well as identify ROI for their customers. Related posts:Should your sales people spend time on LinkedIn ? Are Sales People Email Marketers? 3...
- Should your sales people spend time on LinkedIn ? - Story From: Sell, Sell, Sell! Spending time on social sites like LinkedIn can sound like an excuse for not selling. Sometimes it is, sometimes it's not. Know the difference. Related posts:2 Reasons What Your Sales People Tell You About Your Leads...
- Are Sales People Email Marketers? - Story From: Sell, Sell, Sell! Does your sales team have a role in your email marketing plans? Even if you don't have an email marketing strategy, your sales people do. Related posts:Should your sales people spend time on LinkedIn ? 4...
