{"id":2455,"date":"2019-08-29T17:37:43","date_gmt":"2019-08-29T12:07:43","guid":{"rendered":"https:\/\/pitch.link\/blog\/?p=2455"},"modified":"2019-09-06T17:44:17","modified_gmt":"2019-09-06T12:14:17","slug":"the-more-you-think-about-selling-the-less-you-will-sell","status":"publish","type":"post","link":"https:\/\/pitch.link\/blog\/the-more-you-think-about-selling-the-less-you-will-sell\/","title":{"rendered":"The more you think about selling, the less you will sell"},"content":{"rendered":"\n<p class=\"has-drop-cap\">I was speaking with <a href=\"https:\/\/www.linkedin.com\/in\/ACoAAABFBGgBoQLgq6bKb0-WuT5p9EqdwqBgOOk\/\">Diane Helbig<\/a> on her new book &#8216;Succeed Without Selling&#8217; for our new Podcast Series \u201c<a href=\"https:\/\/bizcast.in\/show\/bits-about-books-2\/\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\"Bits About Books (opens in a new tab)\">Bits About Books<\/a>\u201d which debuts 1st September 2019.  And it was quite a ride. <\/p>\n\n\n\n<!--more-->\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter is-resized\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/d2j84o4abgbvdf.cloudfront.net\/podcasts\/showhow2audio\/wp-content\/uploads\/2018\/12\/02105419\/Bits-about-Books.png?resize=750%2C750&#038;ssl=1\" alt=\"The more you think about selling, the less you will sell\" width=\"750\" height=\"750\" data-recalc-dims=\"1\" \/><figcaption><a href=\"https:\/\/bizcast.in\/show\/bits-about-books-2\/\">Bits about books<br><\/a><br><\/figcaption><\/figure><\/div>\n\n\n\n<p>I asked if there was one takeaway from the book that she would expect her readers to carry. This is what she articulates as the core of the book: <\/p>\n\n\n\n<p>\u2018The more you focus on selling the less you sell. If one can embrace that thought it will liberate you as thoughts about selling is about yourself and not about your prospect\u2019.  <\/p>\n\n\n\n<p>In the book she writes :  <br>&#8220;In 1992, the movie Glengarry Glen Ross hit the theaters. It became an iconic depiction of the sales industry. \u201cAlways Be Closing\u201d became a mantra. Salespeople were trained to always be thinking about the sale. They looked at everyone they met as a prospect&#8230;No place was off limits.&#8221; <\/p>\n\n\n\n<p>And we all know it is a mistake. So no matter what people tell you &#8211; \u201cmake those 40 calls, Send those 40 mails, talk to strangers and Always Be Closing\u201d etc. doing the same thing is not the solution.  <\/p>\n\n\n\n<p>Because the Buyer has changed.  \n<br><\/p>\n","protected":false},"excerpt":{"rendered":"<p>I was speaking with Diane Helbig on her new book &#8216;Succeed Without Selling&#8217; for our new Podcast Series \u201cBits About Books\u201d which debuts 1st September 2019. And it was quite a ride.<\/p>\n<\/p><div class=\"more-link\"><a href=\"https:\/\/pitch.link\/blog\/the-more-you-think-about-selling-the-less-you-will-sell\/\" class=\"btn btn-small btn--dark btn-hover-shadow\"><span class=\"text\">Continue Reading<\/span><i class=\"seoicon-right-arrow\"><\/i><\/a><\/div>","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"inline_featured_image":false,"ub_ctt_via":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[69,74],"tags":[70,77],"class_list":["post-2455","post","type-post","status-publish","format-standard","hentry","category-what-i-learnt-today","category-sales","tag-alwayslearning","tag-sales"],"aioseo_notices":[],"featured_image_src":null,"author_info":{"display_name":"Subhanjan Sarkar","author_link":"https:\/\/pitch.link\/blog\/author\/subhanjan\/"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/paX7jg-DB","_links":{"self":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts\/2455"}],"collection":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/comments?post=2455"}],"version-history":[{"count":0,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts\/2455\/revisions"}],"wp:attachment":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/media?parent=2455"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/categories?post=2455"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/tags?post=2455"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}