Selling Like You Don’t Need the Money

June 11, 2012

 by Garry Duncan

selling with confidence, sales training     ”Dance as if no one is watching” is a great analogy for selling.  Change it to “Sell like you don’t need the money” and watch your salesgrow. Why?  Because  appearing needy, or weak, doesn’t convey  confidence in yourself or your offering.  The first sale is you and then your offering.   Enthusiasm doesn’t fit with all buyers, especially the cautious analytical buyer.  But, conviction fits with everyone. Buyers pick up on your conviction.   They see it, they hear it, they feel it, —or not.  How much conviction you have translates to buyer confidence in you and your offering.  Ask yourself, “How do others (colleagues or competitors), sell at a higher price?”

“You’ve gotta dance like there’s nobody watching, love like you’ll never be hurt, sing like there’s nobody listening, and live like it’s heaven on earth.”


                                                      –William W. Purkey


Garry Duncan is the President of Leadership Connections, Inc., a consulting and training group focusing on the performance, growth and management of sales teams in business to business sales efforts.  See http://www.leadershipconnections.com/index.html


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