{"id":305,"date":"2007-12-05T22:23:21","date_gmt":"2007-12-05T22:23:21","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2007\/12\/5\/172321.html"},"modified":"2007-12-05T22:23:21","modified_gmt":"2007-12-05T22:23:21","slug":"transference-of-confidence","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/transference-of-confidence\/","title":{"rendered":"Transference of Confidence"},"content":{"rendered":"

There have been many definitions for “selling” but I find two in particular to be very profound;
\n1. Selling is serving.
\n2.  is a transference of confidence.
\n             “Selling is serving” says in very simple terms what sales trainers really mean when they preach, “becoming a sustainable resource”, or “relationship selling” or “partnership marketing”.
\nThere are three things I like about this definition;
\n            First, to follow up on last weeks management tip, it demonstrates that we too must like our customers. If we do not like our customers, it is difficult to passionately “serve” them. If we sincerely care about our clients and their success, “serving” becomes an honor and a privilege.
\n            Secondly, recognizing that selling is serving re-positions the traditional, “service” call.
\n            For a call to qualify as a service call, there must be some benefit to the client in every call. Sales people who understand the sales and service link establish strategic objectives for every call, not wasting their time and the clients’ time with “touching base”, “dropping by” or “visiting”.
\n            And last but not least, I like the culture this definition creates versus the old “ABC’s of selling……Always Be Closing”.
\n            Selling by serving opens<\/u> an ongoing relationship rather than thinking of the sale in terms of “closing”. If you are always closing, you will find your prospect’s door will be doing the same.
\n            “Sales is a transference of confidence” goes hand in hand with, “selling is serving”. If you know your product, your market and your client, you will exude confidence in you ability to serve.
\n          Confidence comes from knowing. Knowing comes from learning and experience.   If you are confident in what you have to offer your clients, they’ll be confident in making an investment with you.
\n          Both of these definitions of selling fall under another phrase I’ve long held to be true…….“No one cares how much you know until they know how much you care”.
\n          So caring enough about your client’s success to seek the knowledge necessary to be of service to them is really what selling is all about.<\/font><\/span><\/span><\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

There have been many definitions for “selling” but I find two in particular to be very profound; 1. Selling is serving. 2.  is a transference of confidence.              “Selling is serving” says in very simple terms what sales trainers really mean when they preach, “becoming a sustainable resource”, or “relationship selling” or “partnership marketing”. There are three […]<\/p>\n","protected":false},"author":35,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-305","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/305","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/35"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=305"}],"version-history":[{"count":0,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/305\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=305"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=305"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=305"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}