By the Ocean
Cloudy 75 Degrees
4:11 a.m.
On November 19, I’ll be presenting “Making Selling Invisible.” It’s all about how to transfer the job of selling from YOU to your BUYER.
This is actually where the sale happens anyway…in the heart and mind of your buyer. We like to delight our egos thinking WE made the sale. We learn that from all the gurus, we make a list of all of the techniques and strategies we can use to “get the sale.” And when the sale happens, we pat ourselves on the back. But unless you used brute force, that’s not really where the credit goes. Because YOU selling THEM isn’t exactly what happened.
What happened is that the buyer chose to exchange money for what you have. Why that choice happens, how it gets made, when it gets made and what influence we have over engineering that choice is the topic of the event.
When you’re selling a $5K engagement, a $25K one, or a $250K one, HOW you get the sale matters.
When you’re dealing with a sophisticated buyer, HOW you get the sale matters.
If you care about the perception the buyer has of you after the sale, HOW you get the sale matters.
When you’re a trusted advisor and you want to keep it that way, HOW you get the sale matters.
Really, HOW you get the sale always matters, but in the trusted advisor business, it’s extremely important.
The benefit of making selling “invisible” is that you can retain your position of trust with your prospects and clients.
People buy from advisors they trust. They follow the advice of people they trust. They talk to others about people they trust.
If you smell like a salesperson, that trust is going to get damaged. Trust is the asset. You don’t want to mess that up.