How Do You Know How to Sell?

How do you know how to sell?

It's a peculiar question.  And the first time I was asked it as young executive, I have to admit, I was fumbling for an answer.

The truth is most people have never been taught how to sell.  For many years, there was no "school" for it although that has changed over the last decade.

Most people that are in sales, end up there.  They don't go looking for a sales position.  They are accidental sales people.  And because of this, many people in sales never reach their true potential.

So, back to the question.  How do you know how to sell?  Well, the truth is, all of us already have all the tools we need.  It is wired in us as humans.  One of the most innate abilities we have is to sell.  We don't see it that way, but think about what you are doing when explain an idea you are excited about or if you like a guy or gal and convince them to go out with you - you are selling.  You are selling yourself, an idea, a way of thinking, etc.  In fact, we are always selling.  Every day, we are selling something to somebody.  We just see it as selling.

So, the truth is, you already know how to sell.  You were born with the ability.  You have just never been aware of it.  And awareness is the catalyst to change.  

Now, that you understand selling is in your blood, you can hone the skill and use it to help you in life.  The best advice I can give you on how to better your sales skills is to be authentic, be honest, and know your worth.  And most importantly, people buy you, before they buy your product or service.

That may sound like common sense, but so many people try to be someone else when they sell something and it is easy to spot.  People know "when they are being sold."  When you have "try and sell someone," that's not selling.  It's more like desperation - and it's not authentic.  Be true to who you are.  

Next, be honest.  Tell things like they are and be up front.  There is always an element of tact needed.  But, people will respect you when you are authentic and give them a true picture of things.  Remember, people buy you first.

One of the places where salespeople hurt themselves the most is not knowing their worth.  They give way to much when they don't have to- both to the detriment of their business and their own wallet.  Salespeople have families and kids to feed to.  Show your worth.  Believe in it.  Explain it honestly and true and be willing to stand by it.  Not everyone will buy from you, but they will respect you, and you will be a lot more successful over the long run.

In the end, you should never have to "try to sell."  Go back to how you are when you are sharing an idea or concept you are excited about with your friends or family.  You don't see it as selling.  It's the same way in business; you are dealing people just the same there.  Always remember that.