Green business, green careers and job training
Solutions that build smart communities with green careers and sustainable businesses!
HOME
EDITOR'S BLOG
FEATURE ARTICLES
GET STARTED

Save on Career Education through Lorman Education

Our readers are offered a discount on Lorman seminars and courses. Check out their business, management and legal offers at this link to qualify for our discounts. They also offer green business training opportunities. Please visit http://www.lorman.com/training/CaliforniaGreenSolutions for a complete listing of courses. Register online or call Lorman at 866-352-9539.
Home > By DEPARTMENTS > Sales and Marketing > Sales Management for Green Companies, Green Services and Green Communities > Sales for Green and Sustainable Companies and Organizations

Selling Tips: Selling has Nothing to Do with Selling!

Nearly every selling tips seminar gets to the heart of marketing -- matching the right people with the right solution.

Find green business solutions
What a clever play on words with so much valuable meaning! Sell without selling...

But green selling takes traditional selling processes a layer deeper. People need to see that a significant change is possible with a vendor's assistance before they are willing to change themselves. The best solutions are mutually beneficial change! We know that -- but making it happen is HARD!

Barack Obama used his "change agent" skills learned as a community organizer to sell us on his ability to make change happen for us. This is THE skill for today's marketplace!

Selling has Nothing to Do with Selling!

The underlining theme of Farrell's selling tips is that sales people should stop selling, presenting, answering objections and closing and should instead play the role of a "change agent".

The feature/benefit style of selling will marginalize your selling position and reduce you to a commodity.

Summary of Farrell's selling tips:

  • Why the mandate of sales people is to play the role of a neutral "change agent" and help clients independently discover on their own if they have a compelling reason to change and what the cost of change represents to them. That's selling tip one.
  • Why is selling no longer just "what are your requirements/application needs and how can we meet them?" Now it is "what is your company's vision/mission, your critical success factors and what is preventing you from achieving them?" That's selling tip two.
  • Why is the value of product knowledge being diminished in today's marketplace? It's being superceded by industry knowledge, the intricacies of your customer's business and knowledge of your customer's clients. Building a product superiority justification is being replaced by building a sound business case and a ROI analysis. That's selling tip three.
  • Why are traditional skill sets in persuading and convincing far less important in today's marketplace? What truly differentiates one company from another is their ability to be a business resource, a strategic advisor, an objective partner and a business strategist. That's selling tip five.
  • Why are your value propositions and your added-value valueless in today's competitive marketplace? That's selling tip six.
  • Why sales managers may be unwittingly sabotaging the company's sales effort. That's selling tip seven.
  • Why should sales people adopt a "non-selling posture"? The goal of a sales call is to have prospects sell them as opposed to putting all their effort into selling prospects. That's selling tip eight.



Edited by Carolyn Allen, owner/editor of California Green Solutions
Green Solution Providers
Green companies directory
Submit
your green solutions - business, nonprofit, government program.
It's free.
|

Share in Social Media

Sign Up For News & Information
Subscribe to our free solutions newsletter
BONUS DOWNLOAD (PDF)
"Ten+ Tips for Greening Your Office"

SUBSCRIBE HERE
Read prior issues: California GreenLines

Search For Green Solutions

Custom Search
Green Career Center
Green Job Wizard
Career Certifications Directory

green job training certifications
Green Biz Center
Solutions For Green
Directory of Green Companies

Solutions for Alternative Energy

rose in natural systems
Green Living Center
Solutions for Green: Consumers

Solutions for Remodeling

Backyard Nature Center

INSTANT GREEN POLL

"Knowing is not enough; we must apply. Willing is not enough; we must do." Goethe
RECENT ARTICLES
SITE NAVIGATION
ABOUT US

Related Green Resources

Marcom Tips
Interactive & Video Tips

Career Resources

We encourage lifelong learning to support sustainable communities and provide these select resources to help you pursue green and sustainable self-development:

Lorman Business Training Directory of On-line Business and Compliance Classes

Green Job Wizard Job and Career Certifications Directory

Job & Career Resources

Governance
Management
Manufacturing
Operations
Facilities
Transportation
Finance
Sales & Marketing
Human Resources

Green Economy

Business Sectors
Natural Resources

Solutions For Green

About Us ~ Privacy Policy
Contact Us ~ Home

Text Link Ads

AD: Place your link here

ABOUT CALIFORNIA GREEN SOLUTIONS

We help you green your career, workplace and community by connecting you to quality green, sustainable and high performance resources. California Green Solutions focuses attention on effective solutions that sustain our natural systems. You can support our editorial work by supporting our advertisers and spreading the word about best practices and green solutions.
California Green Solutions is a publication of Carolyn Allen ~ Copyright ©2006-2030 Carolyn Allen

B2B | Job Certifications | Alternative Energy | Events | Green Directory | LED Lights | Remodeling |
CONSUMERS | Backyard Nature | Senior Health | MultiMedia Marketing | Marketing | Networking Events | Japan |