Correcting the common picture.
WHAT PEOPLE IMAGINE
Persuading someone to buy something they did not want.
WHAT IT ACTUALLY IS
Finding people with a problem you can solve, and helping them decide.
WHY THE DISTINCTION MATTERS
The first is exhausting, low-converting and damages reputation. The second is sustainable.
WHAT GOOD SELLING CONSISTS OF
Understanding the buyer's situation Establishing whether you can genuinely help Making the decision easy Removing risk
WHAT IT DOES NOT CONSIST OF
Pressure Manipulation Talking continuously
WHY TALKING IS THE COMMONEST ERROR
Sellers describe features while buyers wait to explain their problem.
WHAT THE RATIO SHOULD BE
The buyer talking more than you, in early conversations.
WHAT THAT REQUIRES
Questions, and silence after them.
WHAT DISTINGUISHES PEOPLE WHO SELL WELL
They disqualify quickly They ask rather than assume They follow up reliably They are comfortable with no
WHY COMFORT WITH NO MATTERS
Fear of refusal produces vagueness, and vagueness loses deals.
WHAT SELLING IS NOT SUITED TO
Products nobody needs.
WHAT NO AMOUNT OF SELLING FIXES
A product that does not work.
WHAT TO ESTABLISH FIRST
That what you sell genuinely helps someone.
