Having spent the last week working with a senior team at a global consultancy in one of their key European locations, it has hit home – again – that it is critically important to be able to sell; to have a flow, a process – and even a point!
I have friends who think of selling as vulgar. And yet they too sell. Naturally, they don’t call it selling. For them, it’s about having a conversation about the benefits of a new car, or a new house. Even something as simple as which resturant to eat at, or what toppings to have on a pizza.
It’s all selling. It’s all a pitch.
To say that you hate selling is a bit like saying that you hate company politics; the truth does not cease to exist simply because it’s ignored. Or even hated. And your ability to successfully navigate your way through both of these two potential minefields, will dramatically affect how effective you can be, both personally and professionally.
What’s super exciting is that by becoming just slightly more intentional – about a flow and process – we can all become far more effective in the art – the simple, mechanical process – of selling.
It’s the small things; setting out a framework for a discussion, our ability to listen – and then think – before reacting, the investment we make in getting to know our audience, the time we take to understand the needs of our client – or perhaps spouse!
It’s certainly very rewarding to work with people who can immediately see, hear and feel – who can actually measure – the difference in their ability to connect with an audience.
Pitching to win. It’s a good thing!
Now, what do I fancy for supper?
Martin Coburn
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