By C.J. Hayden
"I don't like to sell."
"Asking people for business makes me uncomfortable."
"Selling feels manipulative and sleazy."
"I'm good at what I do. Why don't clients just come to me?"
If any of these thoughts seem familiar, you may be stuck in an outdated perspective about selling that is holding back your success.
Traditional sales models invoked adversarial images, as if selling were a battle between you and your prospects: "hook the client," "convince prospects to buy," "overcome their objections," and "get past their resistance."
This variety of selling is rarely even taught any more, but the images persist, and unfortunately, so do some of the manipulative sales practices they represent. But just because you see them used doesn't mean they are effective. The reality is that being on the same side as your clients works much better than opposing them. And it's a lot more comfortable for you.
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