Kirk McDow - Transformational Coach
Contribution Selling from Top to Bottom
Perfect if you manage anyone, especially salespeople!
As a professional sales person and trainer for over 30 years, I've sold a variety of products and services in over 15 different markets. I’ve won awards and led sales teams and had impressive closing percentages, but that's not what's important.
Over the years I've noticed something!
The most important thing in mastering sales is to have your attention on being a contribution.
It works because that’s how best to take care of your customers, and it works because that's how best to take care of yourself.
You can be fully effective if you have no reservation about integrity or the morality of what you're doing, or how the sales process is occurring for the other person.
If you are authentically trying to serve another human being, you can operate without reservation, you can stand for what you believe and what you have to contribute.
If you authentically constitute yourself to be of service, customers and prospective customers feel that.
When I'm authentically of service my closing rates are close to 100%.
If however I try to be “authentic” as a tactic for my closing percentages it doesn't work.
It’s not a trick, it’s not a tactic it's not a strategy it's not an ever more subtle form of manipulation.
It’s me authentically reinventing myself to be of service and completely unattached to my own agenda. It's a dichotomy.
If you have your attention on being of service people come to you and want to do business with you and it will feel wonderful!
It is VERY simple and yet sometimes difficult to put into practice in the heat of the moment.
To get you started I am sharing my new book, Contribution SellingTM that I developed over the past 20 years. It's a very simple process, but it does take practice to get yourself out of the way.