Martin Stellar - Coach & Consultant for ethical sales and business growth

Martin Stellar - Coach & Consultant for ethical sales and business growth

I help nice people sell more

Download a free copy of my ebook, receive a short daily email...

and discover how to sell your work without compromising your values

Selling Is Not Binary

In business, your job is to help a buyer advance, get better and solve problems.

Your job is not to ‘close a sale’.

Sometimes people buy from you, sometimes they don’t, and that’s up to them.

It really depends on what that person needs and wants, and it depends on the timing of your encounter.

Maybe their best choice is to not buy today, but tomorrow or next week.

Because even if someone has the money to work with you, it also needs to fit into their plans and projects.

And, they need to have a problem that they want solved with urgency.

But even if they do have the money, and the urgency, that still doesn’t mean that right now is the right time for them.

Consider:

Whether you sell a product or service, in most cases a client will also need to dedicate a certain amount of time to the project – and that already starts before buying:

Even the decision to work with you or not requires an investment, in terms of think-time.

And maybe they just don’t have the time for that right now.

This is why selling isn’t binary – it’s not a ‘sale/no sale’ scenario.

Because if you see it that way you’ll shut things down if you don’t get a yes.

Instead, consider it a ‘sale, or something else’ situation, where ‘something else’ is an outcome that you both benefit from – and, an outcome that keeps you in touch.

This change in attitude does magic for the relationships and conversations you have, because it takes the pressure off the situation.

Instead of the binary approach where ‘no sale’ means disappointment, you get to continue the relationship, and the conversation…

Until such time that the buyer is actually ready to buy.

 

I help nice people sell more

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Results

Martin helped our co-working space get to full occupancy and $25.000 monthly revenue in less than a year.

~ Antonio Herrezuelo,
Avenida Capital

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I help nice people sell more

Sign up for daily ethical selling emails and get a bonus of my free e-book, 10 Rules for Ethical Selling.

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Enter your email address and click on the Get Instant Access button.
We respect your privacy