So Why Does Being Successful in Sales Have Nothing To Do With Selling?

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Why Did You Choose To Write This Book?
Diane: The book is called Succeed Without Selling: The More You Think About Selling The Less You’ll Sell. I decided to write it because so many salespeople and small business owners are, in my estimation, behaving badly because they are so focused on selling that they’re not getting what they want. They’re not getting the results that they want and it’s frustrating.

And so I thought, this is what I teach when I do sales training. What benin telegram data if I could put it into a book and just tell them everything about sales mindset? You know, what happens when you do this, but what happens when you do that, with scripts and, and templates in the back of the book.

If I can just give them everything, hopefully, a bell will go off in their head and they’ll start doing things differently and achieve better results.

Diane: When salespeople are selling, they are thinking about themselves. They’re thinking about the fact that they have to hit quota, that they have to get revenue, that they have to do all of these things. Their mindset is, “I need to convince you that you need what I have to sell. I have to be eloquent enough and say the right things. I have to be persuasive.”

They do it at networking events, they do it when they’re in a sales meeting, they do it all the time. And the truth is that when salespeople behave that way, they don’t get the sale because they’re not listening. They’re not matching what they have to what that person needs. They’re not hearing what the situation is.