Chapter SixINCREASE SALES
Even for the best salespeople, theact of selling can be intimidatingor demoralizing. Conventionalwisdom tries to inspire or invigoratesalespeople out of their fear, butkaizen dismantles fear by taking aneasy, calm path around it.
Selling is scary. This is true, no more matter how you define “sales.” For our purposes, I’ll define sales broadly. It’s an act of persuasion that encourages other people to exchange their money for your goods and services or to lend their support to your idea. Sales activities include:
• Selling sweaters at a Gap store.
• Pitching a proposal to some prospective clients.
• “Selling” your company to shareholders during a speech.
• Making cold calls to sell a product or fund-raise for an organization. ...
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