How to Sell Without Selling: 5 Insights

Contributed by Sonya Giffin

We're all in sales - whether we like it or not. But no one likes a salesperson (or at least someone actively trying to sell us).

The goal is to have a business where your products/services are wanted without the seen-as-sleazy sales tactics. So - how do you grow your business in a way where people and organizations naturally select you and you don't have to sell?

Here's the secret - If you change your sales perspective and approach, every sales interaction you have will change.

Why Buyer’s Buy

Buyers don't just randomly purchase products or services. They buy a product or service to alleviate pain or attain gain. Buyers make decisions on an emotional level and then justify them logically. Because of this, you won't understand a buyer's true motivation or connect to their emotion with surface-level questions.

Buyers want a partner that understands the context of the situation and a solution that provides a sustainable return on their investment.

Stop Selling

It's not about selling; it's about serving by helping prospects discover solutions that provide the most significant value to them. When you work together to mutually discover how your offer impacts their situation, the value reveals itself.

Interest or Resistance?

Everything you do when interacting with prospective clients will elicit one of two things: interest or resistance.

Ask yourself,

What is my intent?
How do my presence and behaviors reflect that in every client interaction?

If your focus is "How do I get the person in front of me to buy?" you might be repelling more people than you're gaining. A focus on selling alone produces fewer results than a focus on serving. If your goal is to truly help others while utilizing an effective process to determine fit and gain commitment, you might have more clients than you can handle.

Provocative Questions

Extraordinary sales professionals gain clients by asking provocative questions that challenge current ways of thinking.

A prospective client gains value through an engaging conversation leading to insight into the business context, issues, and impacts. After this conversation, the client and professional can identify fit and determine the path forward.

M3 = Results

A good mindset - A deep understanding of what influences you, your perceptions, and your responses. This is critical to your long-term success.

Effective mechanics (skills) - Utilize the right process and hold the skills to handle any situation.
Consistent motion (action) - Action allows you to produce reliable results. It requires a solid commitment to your goals, the right game plan, constant and intelligent action, a resilient approach, and a willingness to revise your plan.

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About Sonya

Many business leaders and sales professionals become frustrated when after all their efforts, they still don't get the results they want. Sonya Giffin of MAXED has combined the most intelligent business strategies/processes with the most effective personal growth techniques to help leaders achieve more professional and personal success than they ever dreamed possible.

For over 20 years, Sonya has helped thousands of people and hundreds of companies, including Dupont, Michelin, IHG Resorts, Verizon, and many more. Her unique approach facilitates business professionals in mapping out a winning game plan to help them get the outcomes they desire, with a caring supporter by their side to help them every step of the way.

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