Sales Tips – What Selling is Not

“Selling used to be about closing.  But it isn’t anymore.  It used to be about handling objections or about preventing objections from coming it.  *** And selling isn’t about being confrontational.”

So starts a short audio file (podcast) by Greg Balanko at the Business Performance Coaching blog.  I’ve paraphrased his words a bit, but those are pretty close to what he says near the start of this 12-minute podcast.

His point is that selling is about influence, trust, respect, rapport – those kinds of positive attributes.  Why? It’s because we have all been jaded by all the advertising and hard selling that has come at us over the years.

Small business owners definitely respond to positive approaches that build good feelings, rather than pressured selling. 

Go listen to:  Sales Tips – Your Customer Does Not Care About You