Selling with Noble Purpose summary

The concept of noble selling starts by focusing on customers’ needs, not on making them buy junk that’s useless or even harmful.

Most companies start out with good intentions, so let’s look at one of the biggest sellers: Procter & Gamble (P&G).

You probably encountered at least one scary and intimidating teacher during your school days. Chances are, whatever subject they taught became your least favorite and earned you your lowest grades.

It goes to show how fear is never a good motivator, a good lesson to which all businesses should adhere.

A salesperson should be aware of other instincts besides fear. If you’ve ever been a customer with the sneaking suspicion you should say no to someone’s sales pitch, however good it sounded, then you know how influential these instincts are.

Customers pick up on the unconscious signals that any salesperson can give off, such as body language and the tone of their voice.

Every family has stories – the kind that might come out at holiday dinners when relatives reminisce about unforgettable events. But aside from being entertaining, they can also be informative, such as the stories the author’s father would tell her about finding a way to get back at his cruel cousins. These stories taught the author how important it is to find the spirit to resist being a victim.

Such narratives are also crucial for a company to thrive.

You might think the most important ingredient in good sales training is a good sales manager.

But in reality, a manager will only directly supervise a maximum of 10 percent of the calls a new salesperson makes; the actual total will be closer to 2 percent. Statistics also show that a salesperson only receives coaching before and after a call no more than 20 or 30 percent of the time.

It’s fine for a sales team to throw a party after an especially successful run or landing a big client, but don’t spend more time planning the party than you do analyzing exactly what led to your success.

If you want to continue making great sales and increasing revenue, you need to practice your ABCs and Always Be Collecting information on what made those sales work.

Just because your organization offers a beneficial service or product, doesn’t mean you can’t end up with unmotivated employees.

But there are steps you can take to ensure your staff stay engaged and on the lookout for some straightforward and quick actions to take.