Integrity Selling Point #8: Selling Pressure

Willingham says that "selling pressure is never exerted by the salesperson. It's exerted only by prospects when they perceive they want ot need the item being sold." See Integrity Selling; How to Succeed in Selling in the Competitive Years Ahead (New York: Doubleday, 1987), p. xv.

Truth: No one ever sells anything to anybody else. That's why sales has such a bad reputation. Too many people tried to take shortcuts and intimidate people into buying something. Down deep, this kind of person hates himself or herself and thinks the only way he or she can make money if they manipulate the buyer.

Actually, people buy things, salesmen don't sell things. A good salesperson understands what he or she is selling, understands the client's needs and wants, and positions his or her product or service in such a way that the buyer wants to buy it.

You need to keep this in mind as you develop products for sale.

What do you think about this? Post a comment to this blog.

This is some of the stuff that will go into my entrepreneurship course. The ideas in it supply the life's blood of my professional activities: teaching, writing, and real estate. For entrepreneurial real estate go to www.yourstopforrealestate.com/blog and for entrepreneurial writing to www.kearneymusicschoolmurders.blogspot/com.