Simplicity-Lit: The Truth about Selling

Share Today's quote is from Go-Givers Sell More, by Bob Burg and John David Mann, and is for folks who "hate to sell":

"The biggest inversion of all, the great upside-down misconception about sales, is that it is an effort to get something from others. The truth is that sales at its best - that is, at its most effective - is precisely the opposite: it is about giving.

"Selling is giving: giving time, attention, counsel, education, empathy, and value. In fact, the word sell comes from the Old English word sellan, which means - you guessed it - 'to give.'"

  - Go-Givers Sell More, Burg and Mann - Portfolio Publishing, 2010

I like this philosophy, because I do hate to sell. I learned that early, as a copier salesman back in the late 80s, cold calling office parks, trying to put the pen in the prospect's hand, offering him affirmative choices ("Would you like this delivered today or tomorrow?") rather than yes / no questions, and all the rest of those Tom Hopkins techniques that felt so artificial to me then and now.

I hate to sell. But I love to learn about others and their lives and their businesses and to try to come up with ideas to help them. If it turns out that's selling, then maybe I like selling after all.

And what if it's not true? Well, I'd rather be unsuccessful in sales while learning about others and making new friends then I would by using all those classic sales closing techniques I learned as an (unsuccessful) copier salesman.

What do you think? I'd love to know. Let a comment. Thanks!


Did you like this post? Please share it (see the button below this box), and enter your email address to subscribe to Chuck's posts:

Delivered by FeedBurner