Selling With Heart

By Kym Cousins
Sprout Enablement

Selling is not a dirty word! (cue Skyhooks 1975 hit song “Ego is not a dirty word”!)

Let’s face it, selling often gets a bad rap, but to be successful in business – you have to sell!

Having the fanciest, most creative marketing campaign on social media, a kick-ass SEO optimised website, an online lead funnel, or the funkiest logo, just won’t cut it if you can’t connect, and talk to people and ask for the business (sale).

The number one question I get asked is ‘how do I sell’? Well, the first place I start is to ask – “how do you like to buy”? Think about it, we all love to buy things, but we hate feeling like we’ve been sold to. I’m sure you agree. That’s the icky, uncomfortable feeling we get when the salesperson has sold something to us that we did not want, need, or have use for. Not the guilty feeling we get when we’ve spent double the budget on the designer label outfit we’ve been dreaming of – because that is something we really wanted. The salesperson didn’t have to sell it to you, because you wanted it badly and it happened to be on sale for 20% off that day.

But you’re in business, and you need to make money – that’s a given. You are most likely in business (or work for someone else, or are employed by a big company), whose purpose is to provide goods or services to an individual or another business which: improves their lifestyle, their productivity, their competitiveness or their profit. That’s the real value you provide, and that is what your customer will buy – not the ‘thing’ you sell, but the value they derive from buying it. They are not buying features, or even benefits – they are buying ‘what it does for them’.

Did you notice, I haven’t mentioned selling? Does that mean you don’t have to sell? It means you need to understand in precise detail – who your customer is, how they like to buy, and what buying your product/service means to them, specifically. Then the actual selling simply comes down to a process, where you establish a personal connection, get to know them (your ideal customer), present the value that you provide to them, check that they also believe there is value to them, and ask for the sale. I know that sounds too simple, but it can become a whole lot easier when you tap into what your customer really wants…not just what YOU think they need. Back to the designer outfit…did you really need the outfit? But you really wanted it…didn’t you!

Even in business to business selling, where the sales process is more complicated, your personal connection is the biggest differentiator you have in a globally competitive world. It’s the value YOU bring to the table, along with the product/service you are selling, which can be the make or break the sale, when you’re interacting around that boardroom table.  Personal connection is the basis of trust and is best achieved when you meet face to face. It is your experience, expertise, technical knowledge, presentation skills, storytelling skills and all the other ‘tools’ you have in your proverbial selling kit bag, that support you as the one they want to do business with.

So, back to that original question ‘how do I sell’?

In my book ‘Selling with Heart’, which will be released on 31 March 2020, I answer that question and so much more. ‘Selling With Heart’ will help you discover your passion for being of service to your customers, teach you how to feel natural, authentic and excited about selling, and how to unlock the courage to promote yourself and your unique selling proposition as a differentiator in your market.

Join me, along with MC – Zoe Sparks and special guest speakers at the exclusive ‘Selling With Heart’ VIP Book Launch Party at Pier 33, Mooloolaba (Sunshine Coast), on Tuesday 31 March 6pm-8.30pm.

To secure your ticket to the event, please book here:
https://www.eventbrite.com.au/e/selling-with-heart-exclusive-vip-book-launch-party-tickets-97265980165

Can’t make the event, but would like a copy of ‘Selling With Heart’?
Register now at www.kymcousins.com to be the first to reserve a signed copy of the book at special “pre-release” pricing with special bonuses for the first 100 copies sold. (certificate of authenticity, bookmark, complimentary 30-minute sales coaching session and downloadable e-book)

Kym Cousins
Sprout Enablement

Kym is best known for her passion in enabling her clients’ personal and business success through developing their confidence and skills in the areas of: sales, marketing, communication and leadership.  She is the owner of ‘Sprout Enablement’ – a national Training and Coaching Consultancy and holds academic qualifications in marketing and management.

Kym is a professionally qualified coach and facilitator and a certified Myers Briggs and Emotional Intelligence practitioner. Throughout her corporate career as a senior leader with some of Australia’s most recognizable Global IT brands, Kym managed high performance sales teams and enabled partner and alliance organisations to build vendor brand presence.  Amongst Kym’s accomplishments of which she is most proud are the achievements, accolades and career growth her mentees. Many of these sales leaders and entrepreneurs have won various global Awards, have built successful businesses and have enjoyed immense personal success.