Sales and Influence

Posted 2 CommentsPosted in Sales and Influence
Reading time: 2 min.

Many of us resist sales and influence. We don’t like to sell. We don’t want to be sold. We see sales as somehow difficult, dirty, or dangerous. The same goes for influence.

Yet we need to sell and be sold to. We need to influence and be influenced. Consider all your relationships with clients, partners, current or potential employers, colleagues, friends, and family members. Every day we offer them our wares, our services, or our ideas. We want them to buy or agree to at least some of our offers. And we must buy or agree to at least some of what they offer us. If we wish to succeed, then these are inescapable truths simply because we cannot succeed alone.

What we really need is a better way to sell and influence. We would call it “natural influence and selling,” “natural sales,” or “sales for those who’d rather not.” And it would start with this definition:

Natural sales and influence are the simple ways we make offers (of ideas, products, or services) to and accept (or not) offers from each other grounded in the principle of win-win

This better approach would not be difficult, dirty, or dangerous. It would instead work, feel good, and fit us well. We could all be good at it. And it would make our success even simpler.


In your corner,


How to Handle a Stalled Conversation, Negotiation, or Sale

Posted Leave a commentPosted in We=All Who Matter
Reading time: 1

A stalled conversation, negotiation, or sale happens when one or more parties feels unsafe, like they might lose out. Defensiveness and resistance increase. Logjam. When this happens, you’ve lost a shared sense of trust and common ground.

You may be tempted to make your case more eloquently, forcefully, persistently, or cleverly. This will usually be met with more defense and resistance.

Instead, pull back a step, layer, or level in the conversation. Find or re-establish common ground. Ask what it is that they see as the context and purpose of the conversation. Then state your perspective.  Establish or reinforce your commonly-held intentions (e.g. to go for a win-win-or-agree-not-to-play solution). Once you’ve reached common ground (again), the logjam will be gone. Start from the newly (re-)stated common ground and continue your conversation, negotiation, or sale.


In your corner,


P.S. There is always common ground to be found between you and others. Always.