Every salesperson knows that selling is all about an exchange of product or service for money. It’s all about the money…no money, no sale. But are we thinking too much about money in sales? What if it wasn’t about the money at all…
What If the Sale Wasn’t About the Money?
By Deidre Hughey
If you’ve heard of the phrase “Eating Your Own Dog Food”* and appreciate the philosophy behind it, you will enjoy this story.
Some of you know that prior to joining the Dancing Elephants Achievement Group in Raleigh, I was a graduate of Elephant University. I put into practice the lessons learned and had tremendous success in my business, resulting in my very firm belief in the Sales Magnetism methodology. As it had been some time since graduating, I decided to take the course again and be sure that I am still following what we preach.
It’s very interesting doing something a second time. Have you ever watched a movie more than once? I would imagine most of you have. The first time, you’re not sure if the movie is going to be any good and if it is, it takes some surprising twists and turns that keep you interested. During your second sitting of the same film, you already know the plot and the direction of the movie, but it frees your mind to focus on other pieces that you may have missed the first time around.
During one of the first classes, a question was asked that took on a different meaning for me. The question was, “What if the sale wasn’t about the money?” Now, I’m not talking about for the client. The question was asked in the vein of the business owner’s or salesperson’s thinking during a sales interaction.
What if the sale wasn’t about the money? This is a great question! So many times, we can get frustrated and blame the prospect for making “money” the issue, but do we make “money” the issue in our minds?
Business owners – If funds are tight, the kids need braces, you’re launching a new marketing campaign, the rent is due on your office space and a prospect calls you…are you focused on serving that prospect or on the money you need to make?
Salespeople – If you haven’t met your quota, your sales manager is breathing down your neck, your spouse is talking to you about the next vacation… are you focused on serving that prospect or is it on the money you need to make?
So often, we can be focused on the wrong things. I’m not saying that money isn’t important, it most certainly is and probably why you’re in the business you’re in (unless you donate all of your profits to charities and then, I’m not addressing you).
But, just as when our prospects focus on the “price” and devalue our offering, we are devaluing the prospect when we focus on the money we need to make. Think about this. It changes the tone of our voice, the urgency of our message and makes selling less fun.
Give it some time to sink in…I did. If the sale wasn’t about money, we would enjoy selling more and probably have more people drawn to us. Because remember, people don’t like to be sold to, but they like to buy from people they know, like and trust.
So before your next sales meeting, ask yourself this simple question, “What if it wasn’t about the money?” and give the sales situation the respect and attention it deserves. Your prospect will thank you for it and you will be rewarded. Now, isn’t that more fun?!
*This is a great link about Eating Your Own Dog Food – enjoy!
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Deidre Hughey , partner at Dancing Elephants Achievement Group of the Carolinas, is a speaker, writer and sales trainer. Her mission is to teach business owners and salespeople how to be successful without compromising their ethical standards. For more information, please visit www.saleselephant.com or send an email to Deidre@deagsales.com .
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