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Selling. The dirty word. Makes you cringe. A natural reaction. When it’s understood as we’ve been taught: convincing, finding ways to sneak in things that will be (mostly) in your favor, doing whatever it takes even when it feels wrong. You can try a different conception of Selling: “Helping people you like get what they want” Jonathan Stark. Because selling can be seen as not trying to convince anyone of anything. It’s vetting them to see if they’re a fit for you. Vetting them if it makes sense Vetting yourself into seeing how you could help. Helping them by being open and straightforward: if you can help them, give them the option to do so. I you can’t, directing them towards someone who could (including your competition). Under this frame, selling will be about more conversations, and saying “No” will come easier. A different “natural”.- |