Professional Sales Association

EVENT INFORMATION:

Date: Friday June 5, 2009

Topic: Selling From Your True Self  

By: Bill Harley, Harley Consulting and Coaching

You have a natural and optimally effective salesperson within you—it’s called your True Self. 

It has the capacity to lead and guide your selling career in the most authentic and effective way.  However, the great majority of salespeople are not selling from their True Selves.  They are so busy wrestling with and applying sales skills that they are out of touch with the being skills their True Selves inherently possess.

Who are you being when you are involved in your selling process?  A classic Harvard Business Review article concluded that the two most important attributes for a successful salesperson are competitiveness and empathy.  We could say that competitiveness is a doing skill while empathy is a being skill.  Selling excellence requires a balance between being and doing skills.  

Traditional sales training puts great emphasis on developing doing skills to improve selling effectiveness.  These skills are important, but when we consider that you have to sell yourself to your customers before you can sell anything else to them, it’s apparent that who you are being while you are selling has a huge impact on your success.

Your True Self has inherent being skills which can supercharge your selling career, but they must be discovered from the inside out so you’re probably not aware of them.  This causes you to leave business on the table and under-serve your customers and yourself.

In this session you will learn:

• The 5 Buying Decisions the customer makes and how they relate to your True Self.

• The difference between “outside in” skills and “inside out” skills and why most salespeople are out of balance.

• The most effective protocol for improving doing skills in selling (e.g., assessing needs, presenting your product or service, and closing the sale).

• Key ways to improve being skills in selling (e.g., empathy, authenticity, and listening between the lines).

• The attributes of your True Self and how they can strengthen your selling skills.

• The role of your personal Key Values in drawing out your True Self in selling situations.

• How having a future vision of yourself can help you come from your True Self and make wiser decisions in selling situations.

• How to identify and use your unique gift of impact in the world to call forth the authentic salesperson within you and guide you to be “on purpose” rather than “off purpose” when you sell.

• How your fears and defenses may be disrupting your ability to come from your True Self and preventing you from achieving your sales potential.

Speaker Information

Bill Harley is an organization development consultant, executive and sales coach, and sales trainer with over 25 years experience successfully selling both products and services in a variety of industries.