This was a special episode for us, as it marked the return of sales coach and author Terri Levine. Terri was here to discuss her book “Sell Without Selling: Lessons From the Jungle for Sales Success” and to raise awareness about Reflexive Sympathetic Dystrophy (RSD), a devastating disease that causes excruciating pain in its victims. Not only is Terri donating all the proceeds from the sale of her latest book to support a child suffering from RSD, she’s matching the sales, dollar for dollar, out of her own pocket. Talk about a HERO!
Terri struck a chord with us by talking about learning how to be “in rapport” with prospects and clients, in other words, taking into account their human side and really connecting with them. As we’ve discussed many times in the past, this means being genuine, authentic and in integrity at all times. The most important question you should be asking yourself is “How can I be of service?”, NOT, “How can I make the sale?”
According to Terri, the lack of trust on the part of consumers toward salespeople is rooted in the fact that many salespeople have forgotten this fundmental principle. The whole point of Terri’s book is to encourage salespeople to stop using traditional selling techniques that are manipulative and pushy. Consumers no longer want to be talked down to; buyers want to be an active part of the decision-making process, not be told by a salesperson what they should do.
The key word Terri wants people to get is “authentic”. Letting people into your life can seem scary at the beginning, but it is well worth the reward. Being human is a skill we seem to have forgotten, but if we focus on building relationships with other people, we’ll get everything we want.
Be sure to get your copy of “Sell Without Selling” today, and remember that your total purchase goes to help children with RSD, and that Terri is making matching donations. Go to http://www.terrilevine.com/orderinformation.htm to get your copy.
Brad and Jerry
