The difference between selling and getting someone to buy? It’s simple. If you find that you are always having to hype up your pitch to convince someone to buy – you are selling. If instead, your prospect is asking you a lot of genuine questions because they are interested in you, then they are buying.
Once you have developed this understanding, you will never sell in the same way. In fact, you will never look at the world the same way again.
For sales managers, this principle is just as relevant to you. If you are always having to chase your sale team, and it feels like you consistently need to hype them up, chances are you are selling, and they are not buying. If you want sales professionals who are internally motivated to do well in sales, you too need to learn how to stop selling – and instead get your sales team to buy into sales activity for themselves.