can you tell your Sales person - do not sell?

Interesting and i agree to what are your views on how to sell a product to the customers. We as a sales person should help the customer rather than telling him to buy this buy that. Its not u selling the product , its they who are purchasing. So know their preference, taste and what they want and then go about helping them with find the right product.

Dont sell but help them is true...

HI guys and Vishwa Mohan, what i feel is that customers don't buy because we puss the product to them. They buy because they wanted to. We can't go against their wish. If they have made the mind set that they are going to buy a certain product we can't change that.

Yes....DO NO SELL BUT HELP THEM TO BUY....I agree with you...Help them in finding what they are looking for...

Ajit Khan

I completely agree with sandeep's views.

good article 

Hi guys ! In my sales career ,I work as facilitator for customer to buy the product of his/her requirement[obvious/hidden].I give them sufficient information and allow them enough time to make their decision.It works pretty fine and I am able to win customers.I never need to buy lunch or drink for someone.I tell my team members to ask themselves as why they would buy the product/service and then propose accordinlgy to customer.

Vishwa, great article and equally greater responses. I agree with sujata that one has to set an example for your subordinates to follow but at the same time sympathise with Sandeep too. 
He is right when he says that when pressure and deadline is thrust on you especially if you are a frehser then logic doesnt stand a chance. You need to sell any which way even if it means taking the client out for a drink and closing the deal. 

What you are saying can happen in life style products or financial selling where one huge order usually takes care of the target for the month. Whereas be it an FMCG product or a holiday timeshare one needs to be street smart to sell and achieve the targets. Here it is more about creating a need where one doesnt exist. If you are going to evaluate as to whether a client requires a timeshare - he will never will because only the rich few will need one. 

So i would say one has to combine what you have written about and also be street smart. Changing strategies depending upon the customer will not only ensure you sell but also sell well. 

Dear Sandeep, what you said is nothing new to me as sales is habbit and not forced upon...Once you are used to sell what you have then you only look for what will you get after the sale...but if you are used to or rather habitual in helping the buyer buying your product - this will no longer be theory only...You will have more reasons for him to buy then to sell......try it and mak eit habit - you will be able to sell to your manage your manager...Infact for freshers it much better to start practising and mak eit a habit whereas a seasoned perosn to change his habit - its difficult...

Sandeep, its a matter of belief and can only be practised but cant be taught....All teh best and shoudl you need any help, please feel free to contact...we can even do case studies - should you wish to share what are you selling??? 

Vishwa, this looks great when we are writing it on board...But when it comes to the reality, the picture change to whole. where your managers always talk of numbers and your performance is linked to the number only. Even, your Manager will not bother of the way you are pitching your sales. Specially for the freshers, which faces a difficult  carrier in sales. 

Great comments Sujata, Vishwa!! Its great perspective. I have always found it challenging to build a good sale team. I am good sales person but making my team members adopt those skills and perform to my level or better has always been a challenge for me. I will try to implement your suggestion and see how it goes. Thanks Guys!!

Syam, the basic thing is "Practice what you preach" - the moment my sales team realize that my superior is doing and getting the response that they expect from their sales calls and feel that they will be different from other sales people by practicing it...they will start doing it...Make it glamorized....you are selling them the idea and you can do the needs analysis - by asking them the basic questions......

Oh yes, formula 20/80 can be applied - 20% is only documented that you practice 80% of your time - it will become a habit and then the sales guys will no longer be selling but helping others to buy….

If you think you need more – lets talk through the email..

Vishwa,i totally go by what u have said.I can only say it thru my sales exp,that yes,one has to tailor make proposals to suit a clients need.One has to understand the clients profile,their marketing fundaa of that particular phase of their brand/product.
I have been able to inculcate such attitude in my team.The best way,is to "walk the talk" and instead of being a "manager" "VP"..and all the nonsensical titles...be a team coach.Sales can't be learnt in the classrooms,its a neverending process,of,learning and delearning.
If,we share our experiences of deals clinched,the young team members can benefit of it

Vishwa, very interesting perspective !! I agree with you that "Holy Grail of selling" lies not in selling but making others buy from you. If the buyer gets a feeling you are selling to him, he puts up his gaurds. The idea is to make buyer buy from you without him realising that you just sold it to him. 
Now the question is how do you make your team understand and adopt this skill? Is there a documented approach that can be developed for this or is it more intuitive skill that can only be learned with practise?