Welcome To The Third Wave Selling Blog

What is selling? Think about that question for a moment. I think about that question a lot. I often put myself into situations where I engage with salespeople just to see what happens. I’ve seen how a salesperson’s concept of sales impacts his/her success. Two situations stand out in my mind.

A few years ago, I bought a gym membership. I spoke with the salesperson at length about her business and the sales consulting that I do. She mentioned that she didn’t really think of herself as a salesperson and that she liked selling gym memberships because “it really does good, and it’s not like selling used cars.” A friend of mine, who is a very successful salesperson, echoed a similar sentiment at dinner one night. He told me that he didn’t feel like he was still a salesperson because he no longer “pushed” things on people.

I’ve had many conversations over the years on the subject of selling, but I found these two especially poignant because they typify a problem prevalent in the sales profession. Despite their self-descriptions to the contrary, these two people are in the sales profession—one new to it and the other a successful veteran. Unfortunately, both of them associate selling with pushing. When I consult with salespeople I tell them that if they feel like are selling, they are probably doing something wrong. No matter how successful or advanced a business’ sales efforts are, they are still hindered by what many people, including their salespeople, think of as selling: the pushing of unwanted solutions on an unsuspecting public.

Here’s a fact – traditional selling is broken. It doesn’t work and it needs to be thrown out. This idea is not new, the problem is that very few guideposts exists for those that want to introduce a better, more powerful form of selling to life – one that make both sellers and buyers happy and proud. The Third Wave Selling Blog is here to provide a guide. Readers of thefastgrowthblog.com will be familiar with the strategies put forth and the style. For those not familiar with thefastgrowthblog.com, I encourage you to check it out and give me your feedback on this new blog. This blog is different as it is geared primarily to direct salespeople.

Enjoy.