Fear of Selling — The Antidote
Reframe selling as an inquiry into a person’s needs and the value of what you offer.
There’s an idea abroad about “selling” that needs to be deframed and reframed. It is the idea that you have to be a quick-talking and a slick-manipulative operator to be effective at selling. But that’s not actually true. There’s numerous problems with that idea, one is that it is as old as the Model-T cars of Henry Ford’s days. It reveals “selling” at the turn of the 20 th century—a long, long time ago. And yet, like a virus that won’t go away, it still resides in the minds of many people—even trainers. If you have any of that virus in your mind as many trainers do—then I will offer an antidote in this article. Are you ready for it?