Selling Really is Simple! An excerpt from the book "How to Sell Anything to Anyone Anytime"

by Dave Kahle

Now that I’ve punctured your misconceptions about what sales is, and given you some ideas about what sales is not, it’s time to hone in on the good stuff.  Here are a number of different definitions to help you come to grips with what selling really entails.

1. Selling is the science of helping people get what they want.

If your prospective customer doesn’t want or need what you are offering – if it doesn’t fill some need in the customer – then you have no business engaging in the selling process with him.  Now don’t get too hung up on the definition of “need.” 

If we define that too narrowly, it would eliminate everything except food and shelter.  Our needs and wants are ever-expanding, and include things that make us feel good or fill some emotional need as well those that meet our basic needs.  We may not really need a caramel cream latte, but thousands are purchased every day.  It makes us feel good.

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While selling is what you do, and you can do it better, it is still less about you and more about your customer.

2. Selling is the process of helping people make decisions that often lead them to purchase from you.

Effective selling begins with an understanding that it is about influencing the decisions of the customer.  In other words, the ultimate location for the sales process is the mind and heart of the customer.  Very few sales situations involve only one decision.  One decision leads to another, which leads to another, which leads to the decision... READ THE FULL ARTICLE HERE.