The average entrepreneur or businessman is the greatest salesman in the world when it comes to putting their product in the face of their ideal customer.
They are selling their solution and believe there is an unlimited number of customers who are in dire need of their product and will try to “sell” them on why the customer needs it.
As a business owner or entrepreneur, you might have seen the words “selling” and “marketing” so many times that the definitions have blurred together. But what is the difference between selling and marketing?
Selling and marketing are two different points where the individual turns from stranger to customer. Understanding the differences between selling and marketing is necessary for a salesman or a marketing professional to be successful and generate leads and maximize return on investment.
What is marketing?
The marketing concept concentrates on the consumer’s needs, and it’s the marketer’s job is to identify and meet those needs:
- Determines customer needs/wants, then figures out how to sell it
- Profit-oriented and not sales volume oriented
- Focused on long-term results, not instant gratification
- Customer first, then the product
What is selling?
Similar to marketing, the selling concept argues that the consumer needs to be influenced in to purchase a product through promotional campaigns, which then the products into profit for the business, with the primary focus on profits and not the customer’s needs.
How do marketing and selling go hand in hand?
Sellers believe everyone is in need of their product, whereas marketers know that not everyone should be saying “yes” to the product or service and won’t waste time or energy on people who are not particularly interested. A marketer’s job is to create a positive experience for prospects who may say “yes,” but are still a little hesitant. Selling is a set of skills that works effectively when you bring your personality and individuality to it.
To successfully sell a product, some key elements include:
- Introducing the product
- Establishing a set price
- Making the product available for the consumer
- Exchanging the product for the money
Successful sellers use active listening skills with the ability to meet the prospect’s needs with confidence. As with marketers, successful sellers create a positive representation of the business, even if sales goals are not met. Sales professionals become better salesmen by seeing themselves as a part of a larger customer experience and seeing their role as a guide and creative problem-solver for customers rather than just putting a product in the face of the customer.