Sell This Way & Have People Thanking You - Selling Simplified

Summary

In this video, Myron Golden shares insights into five common sales mistakes that hinder entrepreneurs from achieving success. He emphasizes that sales is not about doing something to people, but about doing something for them. By focusing on helping others make decisions they already desire to make, sales professionals can create genuine, positive experiences. Golden stresses the importance of understanding customers' needs through discovery and positioning the product as the shortcut to their desired outcome. With the right mindset and approach, sales can be transformed into a powerful service that benefits both parties.

Takeaways

• 😀 Selling is not something you do *to* people, but something you do *for* them. It's about serving their needs, not pushing products on them.
• 😀 Everyone is a natural-born salesperson. From childhood, we learn to persuade and sell our needs, even if we don’t recognize it as selling.
• 😀 Negative experiences with bad salespeople often cause us to develop a hatred for sales. It's important to differentiate between bad sales tactics and genuine sales that help others.
• 😀 Sales should not be about convincing someone to buy something they don’t want or need. It's about helping people make decisions they already desire to make for their own reasons.
• 😀 Persuasion in sales is different from convincing. Persuasion helps customers make decisions they already want to make, while convincing tries to change their mind for your reasons.
• 😀 The most effective salespeople focus on the customer's reasons for buying. It’s about listening and offering solutions that fit their needs.
• 😀 Asking thoughtful questions is essential in sales. The more you understand what your customer truly wants, the better you can help them make the right decision.
• 😀 You need to genuinely care about the people you're selling to. If you love your customers, you’ll only offer them products that truly benefit them.
• 😀 When selling, always focus on the benefits for the customer rather than listing features or focusing on your company’s history.
• 😀 King Solomon said that if you have something good, you have a moral obligation to sell it to as many people as possible. Sales isn’t just about making money; it's about helping others with valuable products.
• 😀 Successful sales are built on building relationships and trust with the customer. Serve their needs, understand their goals, and offer solutions that make their lives better.

Q & A

What is the biggest mistake most salespeople make according to the script?

The biggest mistake most salespeople make is thinking that selling is something they do to people, rather than something they do for them. This mindset can make the sales experience feel negative, both for the salesperson and the customer.

What does the speaker believe about everyone’s natural ability in sales?

The speaker believes that everyone is a natural-born salesperson. As children, we instinctively persuade others (e.g., asking parents for a cookie), but negative experiences with bad salespeople can lead us to dislike sales.

Why do people tend to dislike sales and salespeople?

People tend to dislike sales because they associate it with negative experiences where they were persuaded to buy something they didn't want or need. These experiences create a negative association with the idea of selling.

How does the speaker define the difference between convincing and persuading in sales?

The speaker defines convincing as trying to get someone to buy something for the salesperson’s reasons, while persuading is helping someone make a decision they already desire to make for their own reasons.

What should a salesperson focus on when engaging with a potential customer?

A salesperson should focus on understanding the customer’s reasons for wanting a product or service. The salesperson must genuinely care about the customer’s needs and show how their offering can meet those needs.

What role does asking questions play in the sales process?

Asking questions is crucial in sales because it allows the salesperson to uncover the customer’s desires and needs. This helps the salesperson tailor their offer to what the customer truly wants, making the sales process more effective.

What is the ‘moral obligation’ a salesperson has, according to the speaker?

The speaker suggests that if you have something good that can benefit people, you have a moral obligation to sell it to them. Failing to do so deprives them of something that could improve their lives.

How does the speaker view selling products like the iPhone?

The speaker views products like the iPhone as excellent examples of ethical selling. People may feel like they bought an iPhone on their own, but in reality, Apple’s marketing created an environment where people wanted the product for their own reasons.

What does the speaker recommend for salespeople in terms of product offerings?

The speaker recommends that salespeople only offer products that will genuinely benefit the customer. This ensures the salesperson is not just focused on making a sale, but on improving the customer’s life.

How can focusing on the customer’s needs improve the sales process?

Focusing on the customer’s needs allows the salesperson to present a solution that aligns with the customer’s desires. By understanding their goals and motivations, the salesperson can offer the best product for the customer, leading to a positive sales experience.