Are You Asking the Wrong Question When It Comes to Sales?

March 22, 2023

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Are You Asking the Wrong Question When It Comes to Sales?

Image Credit: Depositphotos

“I’m not good at sales.”

This is the lament of many who do not have a natural gift for persuasion.

It is also an excuse for not selling.

And yet, everyone has to “sell” something.

Whether it is selling their team on a new idea, selling a prospective employer on why they are the best candidate for a position, selling themselves on the thought that they really can accomplish the goal they have set, or selling their child on the need to clean their room; everyone sells something every day.

But not everyone buys.

Therefore, it is worthy to consider that it may not be a sales question, but more of a buying question: “Why do people not buy in to what they are offering?”

And therein lies a question that can be addressed.

John C. Maxwell calls this “The Law of the Buy-in.”

Regarding this law of leadership, he says, “People first buy into the leader, then the vision.”

  • Ideas are great; but if delivered by a leader no one respects, they will be met with resistance.
  • A resume may be impressive; but if there is no interpersonal connection with the interviewer, the team, and the company’s mission, vision, and values, no offer will be made.
  • Goals can be exciting; but if they are not backed with the confidence of belief or the character to act, they will take their place in a long line of pipe dreams.
  • Parental instruction is important; but if there is no established, trusting relationship, sound advice will go unheeded.

To sell anything to anyone, they have to buy in. And for them to buy in, there must be a relationship of trust. They must trust the person as a leader before they will allow that person to lead them.

Here’s the bottom line:

Buy-in comes, not from selling, but from establishing a relationship of trust. And while not everyone can sell, anyone can seek to be a leader their people can trust.

As the CEO of Strength Leader Development, Deb Ingino is a highly sought-after international executive mentor, coach, trainer, and speaker. Deb is well versed in global business operations and helps business leaders and their teams to discover and leverage their strengths, so they can create highly collaborative teams that deliver great results. With a refreshingly direct style, and using the Maxwell Method, Deb helps leaders and teams to deliver profitable results. Connect with Deb to learn more about her mentorship and coaching programs to equip you with advanced strategies to elevate your results