I was listening to a recent podcast episode where Dan Sullivan and Joe Polish talked about sales.
Joe brought up Dan’s definition of sales,
“Selling is getting someone intellectually engaged in a future result that is good for them and getting them to emotionally commit to take action to achieve that result.”
Isn’t that just a great definition of sales?
Many consultants I speak with don’t like to sell. The word ‘sales’ has a negative connotation.
But here’s the thing: If you have an effective solution to a costly problem your prospect faces, and if you truly believe your solution is good for the prospect, then what’s negative about that?
If you know it’s good for them and can show them how, then the awkwardness goes out the window.
Sales then just becomes a conversation.
What do you think?
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