140 The Basics of Sales are the Most Important Principles (with Liston Witherill)
“The thing about selling is that it’s personal. It’s about people and organizing and understanding people in a one on one setting.”
Liston Witherill is a sales trainer and consultant who helps client services professionals sell more services to big companies. Liston and his company, Serve Don’t Sell, provide remote and onsite training to teams who want to serve their clients more effectively while selling more, and doing it ethically.
In this episode, we talk about:
Liston’s Company, Serve Don’t Sell
The point of sales
The importance of learning and practicing the basics
To learn more, listen to the full episode!
Renewing Our Mindset About Sales
If you don’t see yourself as being in sales, you probably have some hesitations about it because of negative experiences and that’s what you associate sales with, such as that pushy, often aggressive, salesperson.
Now if you’re in sales, there’s often that pressure of meeting your quota, and this sometimes makes us less effective and even annoying. Eitherway, we have to press the reset button and re-evaluate our mindset about sales.
The Point of Sales
The point of sales is to initiate an approach where we can actually help a client achieve something that they want to achieve.
They have a problem they’re experiencing, there’s a goal, and there’s going to be some value tied into that service or product that we’re going to deliver. That’s what we want to get to. The point of the sale is to get our clients what they need even if it means we don’t sell anything to them - even if we have to tell them to go somewhere else.
Back to Basics
Serena Williams still practices her forehand 300 times a day. She needs that to succeed. It’s just interesting that we want to go to tools and advanced things when really it’s about the basics that determine our success.
Want more? Listen to the FULL episode below:
