How I’m working on my hatred of sales

Ever heard of Ray Abraham and the Strategy of Preeminence?

This article is in follow-up to a previous article I wrote about why I hate sales and how “I fear the embarrassment of someone saying what I’m offering is not worth the money”.

Since writing the article, I have undertaken many more sales discussions and calls based on the advice found on the NHS website that to overcome a fear, you must introduce ‘gradual exposure to your fear’.

This has worked somewhat, but I have also, in parallel, been working on my career capital by upskilling myself.

As part of my upskilling, I came across an interesting strategy that flips the sales process on its head. Below is an overview of the Strategy of Preeminence as taught by Jay Abraham.

The Strategy of Preeminence

Preeminence is all about advocating the roles of the Team Member, Supplier, Prospect or Customer in a shift of focus from your own, your product and that of your business — “I’m not trying to sell. I want to serve.”

1. How Do You Get Preeminence?

It’s a strategic mindset. Subordinate your needs and totally focus on the ‘other side’.

You need to consider the three groups you want to serve — Team Members, Suppliers, and Customers.