Ronald Goovaerts, entrepreneur & awakener
Stop selling, start negotiating and obtain better results

Since I took my first steps in sales more than 20 years ago, I have always questioned myself about the classical model of selling: someone selling and someone buying.

That’s the reason why I never felt as if I was the salesman convincing a buyer to buy things from me. To be really honest I never acted as a salesman.

At that time, we were supposed to have a briefcase loaded with all possible sales techniques and tips in order to use the right technique at the right time with the right type of person.

Consequently, we attended numerous seminars to keep up to date ourselves and the stuff in our briefcase.

 In fact after studying positive science for 10 years and  engineering for 4 years I was again filling my brain with ‘logical material’.

In my hunt to become really good, a real expert, I devoured everything on sales and negotiation. I spoke with the top sales people in my field. I understood that human beings (= our customers) are mainly psychological and not logical creatures; that decisions depend more on emotional than economic factors.

That’s why negotiation grasped me and turned out to be one of my most exciting activities, one of the things that I most love to do.

What I want to share with you is this: “If you are in sales or your job consists of bringing your products or services to other people (=customers), you have a choice to adopt an attitude of selling or do something else”.

Research reveals that your ability to listen, ask open questions and rephrase without imposing your perception is by far the most important skill your need to be successful. In other words, habit 5 of Stephen R. Covey’s 7 habits: Seek first to understand and then to be understood.

After several years of training my negotiation muscles and adopting an attitude of becoming better and making progress and a difference every day, I started working with this new paradigm and I now produce results.

I strongly believe that you can boost your sales success, selling less by focusing on the things that matter most.

Recent studies involving opinions of more than 1500 CEO worldwide show that the ‘reinvention of our customer relationships’ is as crucial as our capacity to embody creative leadership and design process agility to be successful today and grow this success in what will be a complex future.

Stop selling means that your first concern is not to sell. Yes, you are reading this very well: your objective is not to sell, but to shift your attention so as to get a better understanding of your customer’s needs, today, tomorrow and in the future.

For you to be successful today, tomorrow and in the future it is crucial to gather all possible information that will help you to serve your customers the very best your can. Reinventing customer relationships means that you want more than just to satisfy a customer. You want to surprise and make a real difference.

This kind of negotiation requires new professionals with their briefcases filled with other stuff, interested in developing long term relationships based on trust, hard work together and achieving great mutual results.

This new 21st economy based on integration and FREE has moulded the necessary tools to multiply your on-line results with classical face-to-face negotiation.

If you are willing to pay the price necessary to replace your current sales paradigm with this new empowering one, you will reap the rewards of your investment. You will sell less and produce more results, investing less effort and feeling more fulfilled in many areas of your life.

If you are somewhere in between the old and the new paradigm, I wish to congratulate you and wish you all the strength to head on and persist on this path.

If you feel I can be helpful to you somewhere, please feel free to contact.

I look forward to reading your observations and comments,

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