My selling process changed

Mind Change

I changed my mind about my selling process some time back.

Late in the 1980’s, I created a productivity tool for the restaurants that I owned at the time. I assumed that every other restaurant would realize that they needed it, just like me. It was a humongous ROI and a fantastic money saver. I could not live without it after implementing it. So, I decided to form a new business, and hit the road selling it to every other restaurant I could find.

After traveling the country for two years evangelizing my great discovery and trying to sell what I thought other restaurant owner’s needed, I discovered that very few people had the same vision as I did about the usefulness of my innovation.

It was tech oriented and people were skeptical of applying technology to a people oriented industry like hospitality in those days.

Then, I changed my approach and, started asking and listening more, to learn what people “wanted” so that I could provide it for them. The selling process that I was practicing was more oriented around trying to sell what I thought my prospective customer needed rather than learn what they wanted.

“Want” is more emotional and “Need” is more logical.

After all, most people make decisions emotionally rather than logically. Once I let THEM tell me what they wanted it changed the atmosphere of the engagement.

And, my product became both a need (my solution that was not previously recognized) and a want (their idea). It was only then, that my sales really took off. All this, because I changed MY mind, not theirs.

I later learned through formal sales training that I was satisfying 2 of the 5 reasons people buy anything.

I have also since learned through experience, that new media selling can employ the same selling process through effective understanding and use of key word search techniques. Now the customer is shouting out to the world what they “want” through searches on the web. The smart marketer of today will “listen” and full-fill those “wants” to succeed.

In conclusion, my new selling process became one of the best selling strategies I’ve ever learned. Today, I propose what is old is now new. It just takes a little different type of listening.

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By Howard Howell

Howard is an Internet Sales Consultant. He speaks professionally about Web Marketing and Sensible Selling from an experienced entrepreneur’s viewpoint. He also provides individual coaching, group training, and web marketing consulting services. Contact him now.

314 comments

  37. Здравствуйте!
    Удивительно, но купить диплом кандидата наук оказалось не так сложно
    23sat.ru/comments
    Всегда вам поможем!.

  41. Tiny shards of plastic are increasingly infiltrating our brains, study says
    жесткий анальный секс
    Human brain samples collected at autopsy in early 2024 contained more tiny shards of plastic than samples collected eight years prior, according to a preprint posted online in May. A preprint is a study which has not yet been peer-reviewed and published in a journal.

    “The concentrations we saw in the brain tissue of normal individuals, who had an average age of around 45 or 50 years old, were 4,800 micrograms per gram, or 0.5% by weight,” said lead study author Matthew Campen, a regents’ professor of pharmaceutical sciences at the University of New Mexico in Albuquerque.
    “Compared to autopsy brain samples from 2016, that’s about 50% higher,” Campen said. “That would mean that our brains today are 99.5% brain and the rest is plastic.”

    That increase, however, only shows exposure and does not provide information about brain damage, said Phoebe Stapleton, an associate professor of pharmacology and toxicology at Rutgers University in Piscataway, New Jersey, who was not involved in the preprint.

    “It is unclear if, in life, these particles are fluid, entering and leaving the brain, or if they collect in neurological tissues and promote disease,” she said in an email. “Further research is needed to understand how the particles may be interacting with the cells and if this has a toxicological consequence.”

    The brain samples contained 7% to 30% more tiny shards of plastic than samples from the cadavers’ kidneys and liver, according to the preprint.

    “Studies have found these plastics in the human heart, the great blood vessels, the lungs, the liver, the testes, the gastrointestinal tract and the placenta,” said pediatrician and biology professor Dr. Philip Landrigan, director of the Program for Global Public Health and the Common Good and the Global Observatory on Planetary Health at Boston College.

    “It’s important not to scare the hell out of people, because the science in this space is still evolving, and nobody in the year 2024 is going to live without plastic,” said Landrigan, who was not involved with the preprint.

  44. The man turning jet planes into cool houses
    первый анальный секс
    Wasilla, south central Alaska. Home to bears, lakes, mountains and a flight school that’s fast becoming a private aviation wonderland.

    At FLY8MA Pilot Lodge, you can opt for a scenic flight tour with glacier views, take the controls for a flying lesson, or go all in and get your pilot training.

    When night falls over the broad vistas of the US state they call the Last Frontier, you can then climb the steps to two unique accommodation experiences: a converted McDonnell Douglas DC-6 airplane and the newest arrival, a McDonnell Douglas DC-9 – still with its DHL livery.

    The fast-developing site is an ongoing project by FLY8MA founder Jon Kotwicki, who previously owned a flight school in Florida, before working as a commercial pilot and eventually ending up in Alaska.

    Flying for the airlines “pays good money and everything, but it’s a very boring job,” he says. “Driving Uber is more interesting because you could talk to your passengers.”

    Having fallen in love with the south central region on a vacation spent hiking, fishing and spotting bears and grizzlies, he chose it as a spot where he and his team – and his trusty Pomeranian dog Foxtrot – could “buy a lot of property and perhaps develop our own airport and run our own show.”

  45. The man turning jet planes into cool houses
    анальный секс смотреть
    Wasilla, south central Alaska. Home to bears, lakes, mountains and a flight school that’s fast becoming a private aviation wonderland.

    At FLY8MA Pilot Lodge, you can opt for a scenic flight tour with glacier views, take the controls for a flying lesson, or go all in and get your pilot training.

    When night falls over the broad vistas of the US state they call the Last Frontier, you can then climb the steps to two unique accommodation experiences: a converted McDonnell Douglas DC-6 airplane and the newest arrival, a McDonnell Douglas DC-9 – still with its DHL livery.

    The fast-developing site is an ongoing project by FLY8MA founder Jon Kotwicki, who previously owned a flight school in Florida, before working as a commercial pilot and eventually ending up in Alaska.

    Flying for the airlines “pays good money and everything, but it’s a very boring job,” he says. “Driving Uber is more interesting because you could talk to your passengers.”

    Having fallen in love with the south central region on a vacation spent hiking, fishing and spotting bears and grizzlies, he chose it as a spot where he and his team – and his trusty Pomeranian dog Foxtrot – could “buy a lot of property and perhaps develop our own airport and run our own show.”

  47. The man turning jet planes into cool houses
    порно жесток
    Wasilla, south central Alaska. Home to bears, lakes, mountains and a flight school that’s fast becoming a private aviation wonderland.

    At FLY8MA Pilot Lodge, you can opt for a scenic flight tour with glacier views, take the controls for a flying lesson, or go all in and get your pilot training.

    When night falls over the broad vistas of the US state they call the Last Frontier, you can then climb the steps to two unique accommodation experiences: a converted McDonnell Douglas DC-6 airplane and the newest arrival, a McDonnell Douglas DC-9 – still with its DHL livery.

    The fast-developing site is an ongoing project by FLY8MA founder Jon Kotwicki, who previously owned a flight school in Florida, before working as a commercial pilot and eventually ending up in Alaska.

    Flying for the airlines “pays good money and everything, but it’s a very boring job,” he says. “Driving Uber is more interesting because you could talk to your passengers.”

    Having fallen in love with the south central region on a vacation spent hiking, fishing and spotting bears and grizzlies, he chose it as a spot where he and his team – and his trusty Pomeranian dog Foxtrot – could “buy a lot of property and perhaps develop our own airport and run our own show.”

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