WHAT DO YOU DO BEST
AS A SELLER?
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
Ask Sellers what they do best and guess what the overwhelming majority will tell you? You will be told, “I build rapport.” Or, “I build relationships.” And, sometimes it’s simply “I’m a people person.”
How is this possible? How can every Seller have the same strength? And, what if someone doesn’t like you? How can so many Sellers build their careers on the hope of being liked? Let’s face it – not everyone is likeable!
Suppose we look at this question within a different framework. Let’s answer with the following parameters:
What we do best must be learnable and trainable.
What we do best must be repeatable.
What we do best must be transferable between industries.
What we do best must be totally controllable by the Seller.
Now, what’s your answer? Keep in mind that building relationships does not qualify – two (2) people must form a relationship. It is not totally controllable by the Seller. I am absolutely NOT saying that building relationships isn’t essential – just that it’s not controllable by the Seller. Building real business relationships are based upon our ability to perform (see Morsel #12) at the highest level, as defined by the Buyer.
Here are some examples of sales skills that can be practiced and will pay dividends by mastering:
Opening.
Asking the right questions.
Listening.
Asking for the order.
Dealing with objections.
Adding-on.
Up-selling & down-selling.
So, what do you do best as a Seller?
Good Selling to you!
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