At RubyStar Associates we are really cross. We are cross because so many of the people who we meet have been taught some really awful things about selling, when they put these strategies into practice they:
feel uncomfortable
risk damaging their brand
sell less
feel disheartened
We believe that lots of this problem stems from the fact that too much sales theory and sales training is really outdated and based on research and evidence which is well and truly old school.
Next time you read something written by a sales trainer, or attend a course, ask yourself how you would feel to be on the receiving end of the approach they advocate? Ask yourself whether they are treating the customers with integrity and respect. Ask yourself whether their perception of selling matches your experience of how you buy. If the answer to any of these questions is no, the next question you should ask yourself is why you are listening to them!
Too many of us see Selling as a mysterious dark art- a complex and manipulative game of outsmarting the customer, wearing them down and countering all of their objections. I don’t know about you, but when I am treated like that in any selling scenario, it makes me want to run away.
One of the best sales people I know is my hairdresser. Whenever I meet with her the experience is fantastic. I walk out feeling refreshed and as though I have had a real treat. She always tells me how to get great results at home so that I am not dependent on her. She gives me tips and techniques to extend the amount of time between visits, which saves me money. She never, ever pushes their products, but if I ask about them she is knowledgeable, practical and if she doesn’t think their products are right for me will recommend competitors. I never leave the salon without having booked my next appointment, but when this happens I am never conscious that she is closing her next sale- I am just looking forward to my next experience with them. I haven’t been anywhere else for years, and can’t see any reason why I would in future. I want my customers to feel like that too.
Someone I spoke to this week said that they had been waiting for permission to sell using their own approach and their own language; to only sell when they were the right fit for the customer; to sell through knowledge and service; to be a human. If anyone else is asking for that permission, and will take it from us…. permission granted!!