Selling is Serving OthersJul 19, 2018
Selling is not manipulating.
Selling is not controlling.
Selling is not conning.
Selling is not pressuring.
Selling is not bamboozling.
Selling is not taking unfair advantage.
Selling is not talking people into something against their will.
Selling is not making other people do something that isn’t in their best interest.
Selling is not any of those things.
And yet, that’s what most people commonly think of as selling.
Maybe we need a new word for selling. Or maybe we just need a new way of thinking about selling.
Selling is serving. As Floyd’s personal mentor, Zig Ziglar, famously said, “You can have everything in life you want if you will just help enough other people get what they want.”
That’s a great definition of selling, helping other people get what they want. That’s the very definition of a fair trade.
Floyd has defined the job description of a salesperson as, “Helping people make decisions which, left to themselves, they wouldn’t ordinarily make, but will thank us for later.” Just ask any first-time homeowner how happy they are in their new home.
In other words, selling is leadership. Most people just aren’t decisive and are grateful for direction, guidance, advice and leadership in their buying and selling decisions. As long as it’s mutually beneficial.
Where there is a perceived imbalance, there is mistrust, suspicion and resentment. We in selling have to go out of our way to not only act fairly, but also create fairness. Out of the fairness comes trust. What if all of your clients saw you as their trusted advisor, instead of a ‘salesperson’? What a difference that would make!
The Floyd Wickman Team blog by Mike Pallin
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