Selling tactics used to be effective in business….most times. I remember being regularly trained in persuasion (really they were ‘pressure’) tactics decades ago when I was an entrepreneur that sold door to door products from major company. Those selling tactics are still quite common today. Statistics show that most people are not successful in their business. I believe one major reason is that they are taught and use or ‘try to use’ selling tactics, rather than allowing people to buy.

For many reasons I couldn’t use most of the selling tactics I was taught. Here’s why:

- They didn’t resonate with my inner heart and soul. I wanted happy, long term customers who felt they got value from me and the products, by allowing them to buy what they wanted.

- My conditioning from parents and others taught me to always pay others first, buy and pay for only what I need, and can afford. I couldn’t push 3 hand lotions for the price of 2 because that isn’t a necessity and that kind of buying over-extends people’s cash available.

- Customers with the least wealth and ability to pay were the most vulnerable, I found. I had a good idea of their capacity and ability to buy because of the condition of their homes and property, and because they told me of their life, their struggles, concerns, and their joys.

The process I developed and used put me regularly into the top 10% in our division. I had a lucrative part-time business, really liked what I did, finished my day feeling satisfied and fulfilled, and made great income too. It couldn’t get any better than that.

Simple, Effective Process to Use
I’ll share my principles briefly, and what I found. I offer them to you because we are in period of significant changes. I believe and see we are going back to the fundamentals of giving value and service to earn our success.

1. I loved seeing people, offering an inspiring or encouraging word, making their day better in some way, even if it was only a smiling face. I believe people saw my sincerity, saw me as authentic, interested in them, and there to serve them.

2. I’d share a small catalog with them asking if they would take a brief look to see if something there was of interest to them or if they had any questions.

3. I sat silently while they perused the catalog. During this time I observed them and their environment to learn more about them, ascertain what might be of value to them, so I could possibly offer a solution, something helpful, in some specific area.

Most times they’d ask a question or two, where I could share value with them, benefits and disadvantages. Actually served as their consultant because I was the expert, had the product knowledge.

Or they’d tell me their situation of why they wouldn’t buy today. I respected that as again I’m on their side. As a valued consultant, I’m there to be of service and value when they need me, and to help them manage and live their life better. That builds value trust in me, a long term relationship.

Silence is the key. Just listen and allow people to ask questions, be comfortable in your presence and buy what they want, not be sold. They’ll tell you what they want. Allow Them to Buy!

This is a microscopic piece of the entire process. I hope you experience that ‘allowing people to buy” brings great success.

My 6 years in this business, until birth of my 4th son, are great memories, filled with fun, joy and monetary rewards from helping people.

Barbara Filla
Business and Life Coach

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