Selling is not about talking people into buying something they don't want or need; it's finding out what they do want or need and helping them to get it. Selling is not taking advantage of others but giving them more advantage through your excellent products or services (assuming it genuinely meets their needs and can benefit them). Selling is not about taking but about giving. In fact, the old English root of the word 'sell', 'sellan' means 'to give'. And exactly what do you give when You contribute your time, your attention, your advice, your education and your empathy; and, most importantly, you provide value. That is something you should be proud of; proud to be in sales and proud to call yourself a sales professional. you sell? So, reframe your perspective, my salesperson friend (or better yet, let me reframe your mindset for you; after all, that's why you're reading this book, right?) Understanding what true salesmanship is and-just as importantly-what it isn't. Focus on providing your exceptional value to the lives of many and thrive. Oh, and always remember, do products ever actually 'sell themselves'? No. That's why you are so badly needed.
