Buying is fun, let them buy, don’t sell them!

Buying is fun, let them buy, don’t sell them!


Selling is the noblest profession in the world.

I couldn’t imagine doing anything else, and as a sales trainer for 9 years, I have helped a lot of salespeople overcome the stigma of selling.

The truth is that when it comes to sales, the best way to stop being slimy, sleazy, and pushy is to change the focus of the sales call.

Most people immediately try to qualify a prospect. Someone shows interest, and then the traditional salesperson rushes in to figure out what we can sell them and make sure that they are qualified to do business with us!

I’ve found that the easiest way to switch the script is to start focusing on disqualifying people.

If you want to qualify someone, you will always find reasons to convince yourself that they are a good prospect and that they should be a client. Once you are convinced they are a good prospect, it is difficult to battle the desire to push and wiggle to get them to purchase.

Try this the next time you are talking with a prospect: Focus on disqualifying them.

Look for all the reasons that they should NOT hire you.

Look for the signs that they may not be a good fit.

Talk to them about what they are really trying to accomplish, and then see if your product or service will solve that pain.

Once I learned how to stop trying to prove to myself why someone should buy from me, it became very easy to be a third party in the sales call and let the prospect sell themselves.

The truth is that you can’t make anyone buy anything.

The only person qualified to overcome the prospect's objections is the prospect themselves.

As a true sales professional, it is your job to focus on asking great questions and helping your prospect uncover the best solution for themselves.

Salespeople should NEVER put pressure on the prospect, they should ask the questions that will help the prospect put pressure on themselves.

Here's an example: How do you respond when someone says ‘I’m ready to buy your product/service?

A traditional salesperson would respond and say something like ‘I’m glad to hear that!’ Or when would you like to get started?!’ 

If you don’t want to be pushy or sleazy, you need to go negative to this statement. Say something like ‘wow that’s exciting but frankly I am a little surprised, what makes you so sure that this is the right fit so quickly?’ 

You don’t ever want to be more excited about the sale than the prospect.

Buying is fun, let them buy, don’t sell them!

If you learn to focus on disqualifying people, rather than trying to qualify them, it is the easiest way to learn how to become a trusted advisor who helps their prospect make the best decision for their own situation. 

Stop selling, and learn how to help people buy.

No-one wants to be sold, but they do want help buying. :)



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