We need to be compassionate and human
I was in a meeting today where it came out so clearly; a lot of sales people simply lack insight into basic psychological principles. It sometimes makes me a little sad. I'm NOT saying I do everything the right way. Far from it! But because I want to "help the world", I thought I'd paste an extract from the introductory pages of my book "The 3 Energies Behind Sales Success" (abbreviated 3E) here in the 3E blog. Please, tell me what you think about it. Here it is:
There are a lot of uncovered dynamics within sales, that traditionally only psychology has been preoccupied with. The sometimes artificial separation between the subjects of 'sales' and 'psychology' has kept sales people from obtaining relevant understanding of how communication really works. Sadly, sales people invest relatively little time into building a long term education through reading. Rather, they tend to focus on short term revenue generating activities and building relationships with their clients. Thus they rarely learn to appreciate and acquire deeper insight into the areas that are of far greater importance than what sales literature currently centers on. Today's literature and consequently 'sales training" is often poor and falls short of the deeper aspects of what selling is really all about. As a result the soft approach so much needed to become an outstanding (read: compassionate and human) salesman or woman is too rare! Instead business tends to be cynical and without a sense of human empathy, or to put it boldly, without love. Yes, what customers need most is in fact love and appreciation - or to further emphasize - attention from someone who cares on a personal level, beyond business only.
[...'Love', however, is but a small part of the second type of energy called 'connection'. With a bit of wit and rhyme we could say: "It's in the air when you care" (see chapter 3)...]
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...effective sales and influence is all about energy. Like anything else in life - reaching out to others. It's not about quotes, closing, pipelines, PMA, a good pitch, super duper questions or all the stuff we so often hear about or spend our time doing. Yes, of course these habitual skills are critical, but still merely secondary compared to the innermost core of human interaction we call sales. If, however, we were compelled to highlight the nucleus only, clearly energy is among the absolute essential elements of sales success. In fact, once you've finished reading this book maybe you will have discovered that energy, the way it is defined here, is what selling indeed is all about. Energy is at the very heart of sales and sales success.
This is merely an extract. If, however, you would like to read more sample pages from 3E, then take a look here (demands that you register for a free log in on our site).
Comments
great article
terje sagstad
Tuesday 01 January 2008 10:46:30 pm
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