How To Sell More Without Being Salesy

For Impact Podcast with Jared Erni

Jared discusses the common misconception about sales and how it prevents many business owners from effectively selling their products or services. He explains that the fear of sales often stems from the belief that it is manipulative and involves convincing people to buy something they don't need, want, or can afford. However, Jared argues that sales can be a higher form of service when approached from the perspective of helping people make decisions they already desire for their own reasons.
He shares a personal story about a sales slump he experienced and how he analyzed his successful and unsuccessful sales calls to identify the key differences. Jared discovered that asking good questions, prescribing solutions instead of pitching, and focusing on the transformation rather than the service were crucial elements in successful sales. He also emphasizes the importance of discipline and perseverance in mastering the sales process.

Key Takeaways:

Sales should be approached as a form of service, helping people make decisions they already desire for their own reasons.
Asking good questions demonstrates expertise and uncovers the real problems, needs, and desires of potential clients.
Instead of pitching, prescribe the solution that the client needs to achieve their desired results.
Sell the transformation that the service provides, not just the service itself.
Discipline and perseverance are essential in mastering the sales process.

Quotes:

"The reason people hate sales is because they have this misconception that it's manipulative."
"Selling can either be selling something for you, or it can be selling something for them."
"Demonstrate how good you are by asking good questions."
"Prescribe the solution that they need to get the desired result that they want."
"You need to discipline yourself to do the thing that you might not be good at while it's not working long enough to make it work."