I am constantly reminded that it is better to give than receive. This concept works well in so many facets of our lives. What about our business and sales practices? We all too often hold pertinent information close to the vest and not share openly. What if sharing opened doors to multiple other opportunities that we weren’t aware of? That’s where successful sales networking plays a big part.
Poor choices are made daily. Temptations and sales greed to take things too far are always there. What separates those that make correct business choices and those that don’t? Let’s take a look.
Consultative selling has been around for quite a while. At least as long as I have been in sales and that’s a long time. I find it a little humorous that current authors, sales gurus, and presidents of sales teams feel they are the originator of this selling style. I also find it a little odd that 70 to 80% of the sales professionals I have come in contact with don’t do it. Why is that? To understand this we need to have a basic understanding of what it is.
Where does it say that it is wrong to be excited and announce your ideas and successes to all that will listen? Do you find yourself apologizing or finding ways to not discuss achievements? Why? Are you worried you might be thought lesser of or find the circumstance embarrassing? Have you found that others try to belittle your experiences… your ideas when self promotion takes place?
