3 Ways To Sell More Without Being Salesy

In this guide, we will explore how you can thrive in sales without appearing salesy. The key areas of focus include:

• Competency
• Understanding what people truly want
• Eliminating friction that prevents people from achieving their goals

1. Competency Creates Confidence

When I first entered the financial services industry, more emphasis was placed on selling techniques than understanding financial products. This approach can lead to burnout and unethical practices. To avoid this, make sure to:

• Master the products or services you're offering
• Understand the pros, cons, and identify who will benefit

Being knowledgeable about your product provides the confidence to communicate effectively with clients without memorizing scripts. Competency breeds confidence and conviction in selling.

2. Get Ultra Clear on Client Desires

To be efficient, it's crucial to eliminate wastes like time and money. As a salesperson, aim to:

1. Understand your client's true desires and motivations
2. Avoid framing questions that trap clients; instead, seek to understand their "why"

Once you grasp what clients are aiming for, you can align your solutions to help them achieve those goals.

3. Identify and Remove Friction Points

An effective salesperson identifies barriers preventing clients from reaching their goals. To address these, you should:

• Spot and highlight inefficiencies and obstacles clients face
• Discern if your product/service can resolve these issues
• Recommend solutions that truly add value as if advising a close family member

Eliminating these friction points will demonstrate genuine value to your clients.

Conclusion

In conclusion, successful sales focus on:

• Competency in your product
• Understanding client desires
• Addressing friction points

When executed well, sales can add immense value to both clients and the organization. If you find this content helpful, please like, share, and subscribe to support our channel and help others discover it.