Selling to the Point

Selling To The Point

Customers Buy For Their Own Reasons, Not the Salesperson’s

An experience with a salesperson taught me how customers buy for their own reasons, not the salesperson’s. I was leaving an organic food convention when I noticed a doughnut stand vendor who had a significant black eye. Bemused by his unlikely presence at the convention, I asked him how business was. He complained that his “beaten…

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The Point of Selling isn’t Selling; the Point of Selling is Buying

The Point of Selling isn’t Selling; the Point of Selling is Buying. Such a seemingly simple and common sense principle has profound implications for the profession of selling. What exactly is meant by “The Point of Selling is Buying”? Salespeople’s commission isn’t determined by the selling that took place. Salespeople’s commission is determined by the buying…

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Selling To The Point-An Inner Game Approach for Salespeople

  “Jeffrey Lipsius may have come up with the most influential book for sales in a decade.” —Timothy Gallwey-Founder of  The Inner Game Jeffrey Lipsius was the Vice President of Sales for a large vitamin brand in 1998 when he asked Timothy Gallwey, “How can I apply The Inner Game to my sales force’s performance.” Tim answered Jeffrey…

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