It sounds kind or Illogical, but I maintain that the Best Sellers have determined how to be successful without selling. Ordinarily, if you are asked what you do, you likely answer back with some version of “I am in Sales. I Sell for ‘Company X.'”
My Challenge to you: Determine The Next Verb
Think about describing what you do without using the word Sales, Selling, or any other version if it. How would you do it?
Instead of selling, think about how you can help the person you are talking with solve a real business issue. If you can do this, you will take an important first step towards bringing value, because you recognize who is helping who. You are helping the customer, not the other way around!
One Strategy to do this may be to Tell how you have helped other customers solve the same business issue as they have.
Sellers that focus on the big picture have the greatest chance to be viewed in a different light. By focusing on learning (from and about the customer) and not selling, the Seller can demonstrate to the Customer knowledge of the business issues that are top of mind to the Customer.
So try not selling anything on your next sales call. That doesn’t mean being indifferent to helping the customer, but instead be genuinely unconcerned about making the sale during this sales call.
So Again, I ask you: How do you describe what you do without using Sell or any version of the Word Sell in it?