The Art of Non-Sales Selling

In class, we discussed the meaning of non-sales selling and why it is so important to business. Non-sales selling is crucial because it can really impact a business’s overall success. In a way it is the type of selling that doesn’t come across with the negative connotation that identified sales professionals get. Its a way of selling “under the radar” in which customers may not even realize they are being sold to. Every employee in a business should be motivated to sell in some capacity to further the success of the company. So how do you get your employees to each maintain a sales mindset if not all of them were hired for sales?

1. Prepare– Let your employees know that even though they may not hold a sales position, the sale is still the end goal. The best way to do this is to help them prepare for potential sales. Start by helping them to familiarize themselves with your product. They must become an expert in what they are selling. Also familiarize them with the type of customer that they may be helping. It helps to have a general understanding of who would want to buy certain products and what they may need them for. Knowing what motivates these customers to buy these products can help you to drive the sale. You must be aware of their mindset and why they are wanting to investigate and potentially purchase your product. In knowing the products they are selling, they must also be able to highlight key features of the product and what differentiates it from other similar products. This can only help more in driving the sale. If you can highlight what makes your product stand apart from the rest in a confident manner, customers will be more likely to purchase.
2. Pitch– Pitching to customers can be done in a not so salesy way. In a non-sales position, you have the upper hand because your customer may not be as aware of you trying to sell them on a product. In a pitch it is important to maintain a conversational tone. This will keep your customer from putting up a wall. This will keep them relaxed and engaged. People love customized experiences. If you pitch in a conversational way, every pitch is different and you can better help your customer find what they are looking for. Ask lots of questions and focus your pitch on helping the customer. Approaching them in a inquisitive and conversational manner will keep them from feeling like you are selling at them. In this position they are more likely to feel that you are truly trying to help them.
3. Think On Your Feet– In non-sales selling, it is also important to think on your feet. You must be prepared to deal with rejection, and turn it into something constructive. If a customer doesn’t like a certain product, be prepared to show them another that may better fit what they are looking for. Keep an open mind and don’t push them. Ease them into considering other options and do your best to offer other alternatives. There may come a point when you need to walk away and let that customer have some space to think for themselves.

These are all techniques that can be implemented with non-selling employees. Overall, making your workers familiar with these areas can only help your company. If everyone knows how to make a sale then your company will be more likely to grow and hit sales goals. It is crucial for businesses competing in the fast growing markets of today to consider the art of non-sales selling.