What's Wrong with Selling?

By Deborah A. Bailey

When I speak to entrepreneurs (and to professionals considering starting a business) usually the topic of selling will come up. I don't know many people who will admit to liking it or even having much respect for it. That's probably because we tend to have the idea that selling is a negative thing to do. We may think that it's about forcing people to buy things they'd rather not - similar to what happens when telemarketers call you just when you've sat down to dinner. Even when you tell them that you're not interested, they're not taking "no" for an answer.

Though that is an extreme example, I think there is a deeper reason why selling has such a negative connotation. How many of us have been brought up to believe that we shouldn't blow our own horn? Usually being humble and self-effacing is held is much higher regard. This can stop us from talking about what we can do for our clients. If you're uncomfortable talking about the value you offer, or if you have low self esteem, you won't believe that your product or service can be of help to someone else.

We are bombarded all the time with messages about products and services. It seems that someone is always trying to get us to buy something. At times it may feel that they aren't necessarily caring about our needs as much as they care about getting our money. For that reason a business person may to believe that in order to sell, they have to be overbearing, deceptive or manipulative to achieve their ends.

In truth, none of that is really true. If you are solving a problem for your clients, then you won't have to force them to buy what you're selling. If you are connected with your target market, and really want to solve their problems (because you know what they are) then closing the sale won't be the same as forcing a sale.

Selling by forcing yourself on anyone and everyone is not necessary. Selling through building relationships, solving problems and giving your clients what they want will be a win for you and for the person buying your product. Believe in yourself and in what you are providing, and you won't have to fear making the sale.

Copyright © 2009 Deborah A. Bailey

Deborah A. Bailey is author of two non-fiction books including, “Think Like an Entrepreneur: Transforming Your Career and Taking Charge of Your Life.”

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