Selling is Not Telling

 THERE IS HOPE FOR THE BROKEN-HEARTED!

I promised you a third profile of a giant in the sales and marketing industry today, who may be less well known in some circles than Brian Tracy and Zig Ziglar, but has tremendous skills and insight into our topic. 
 
Today, I share with you - Michael Pink.  To learn more about him, his sales expertise and wisdom, and perhaps most importantly - an explanation for the strange headline above — read-on!
 
Bio on Michael Pink

     Michael Pink is the founder of Selling Among Wolves, a principle-based sales training and development firm specializing in adapting timeless strategies and principles to the business development process. 

     He has written or co-authored numerous books with sales approaching 1,000,000 copies including The Bible Incorporated, How to Manage a Million Dollars or Less and Profiles of Success.
      A contributing writer for numerous national magazines, including Success and Business Reform, he is a frequent guest on radio and television programs and has recently launched The Rainforest Institute in the Republic of Panama to distill and pass on amazing business lessons from the most productive, fruitful and diverse ecosystem in the world - the rainforest.

     Michael has consulted with or trained companies from small, family-owned businesses to companies on the Fortune 100 list. He does seminars and/or serves clients in Europe, Central America, the Caribbean, Canada and the United States. He has been a guest lecturer at the University of Zagreb in Croatia, University of Miami, Regent University, Charleston Southern University and Cedarville University.

     Michael is delighted to be married to his wife Brenda, who is an accomplished artist specializing in art of the people, places and things that the two of them have seen in their worldwide travels.
 
Hope for the Broken-Hearted

     As parents,

Michael and Brenda Pink tragically lost first an infant, then a teenager.  They have experienced the ravages of sorrow first-hand. But their struggle to understand led to hope and eventually to the realization that pain and joy are not far separated.
 
Sales Wisdom from Michael Pink

     According to a recent survey, it was determined that a person asking 5 or more questions closed 72% more business than a person asking only 2 questions.  People believe little of what you say, more of what others say and 100% of what they say themselves.  Selling is not about telling!

     To effectively sell, get good at asking questions, because QUESTIONS —
     ?         Develop rapport.

     ?         Build trust.

     ?         Demonstrate that you care.

     ?         Reveal need.

     ?         Develop need.

     ?         Reveal the heart.

     ?         Reveal motivation

     Good questions have four key components (SALT):  

                S imple     A imed     L eading     T imely
     Effective selling should be based on 4 things (SALE): 

                S erving     A sking     L istening      E xcelling
     There are 5 different kinds of questions:

1.  Discovery questions

            2.  Focus questions

            3.  Instructive questions

            4.  Confining questions

            5.  Summary questions
  
“It is folly to answer a matter before you hear it out.”  Proverbs 18:13
 
DAILY PRAYER 
Lord, thank you for Michael and Brenda Pink, and Selling Among Wolves LLC.  Please bless them, their family, their business and their ministry.  In unexpected times of sorrowful family memories, please comfort them with extraordianry love, grace and peace.  In Jesus name, Amen.
 
Stand atop the giants that have dedicated their lives to a singular focus and area of expertise.  You can dramatically improve your sales skills by simply studying and modelling Brian Tracy, Zig Ziglar and Michael Pink.  Beyond sales, seek tremendous insight and blessing from their collective character, integrity and heart.
 
Grace and peace multiplied to you.