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Why The Top 10% Of Salespeople Never Have To Hard Sell


Guest articles > Why The Top 10% Of Salespeople Never Have To Hard Sell


by: Simon Hazeldine


The elite of the selling profession never ever have to hard sell. What is the big secret? The secret is that they don't think of themselves as salespeople! They think of themselves as knowledgeable experts and authorities in their field. They consider themselves to be consultants. Their job is to help people to get what they need.

A consultative approach means that your primary strategy is to conduct analysis and investigation. Your approach is to behave as though you are giving someone a very thorough medical examination. It is only after you have conducted the examination that you are able to use your expertise to recommend an appropriate course of action.

Would you be comfortable if you went to see a doctor who asked you no questions about your condition and within moments of meeting you announced that you needed to take a particular medicine? You would probably run a mile.

Compare and contrast this with the doctor who asks a series of well structured questions and conducts a thorough examination. It is only after this process has been completed that you are prescribed the appropriate medicine. You accept the diagnosis and the appropriate treatment with confidence.

This consultative approach is exactly what takes people to the very top of the selling profession. And the really exciting news is that this approach is so much easier, and requires a lot less effort than the hard sell approach.

People who have experienced this approach are only too keen to recommend these consultative salespeople to their friend, colleagues and contacts. This makes finding new customers so much easier.

The process is to understand and then analyse the customer's situation. Then you can make a considered proposal, and move to close the sale. Adopt the behaviour of the top 10% and you can join them at the very top. Make sure you understand, analyse, propose and close. Then enjoy the increase in your income!


Simon Hazeldine is a best selling author, professional speaker and performance consultant. He is passionate about helping individuals and organisations improve their performance.

Simon is the bestselling author of Bare Knuckle Selling, BareKnuckle Negotiating, Bare Knuckle Customer Service and The Inner Winner.

For more valuable information on improving your sales, profits and performance (including sample chapters from all of Simon's best selling books) at zero cost to you visit: today!

Contributor: Simon Hazeldine

Published here on: 30-Aug-09

Classification: Sales



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