The Mexican who revolutionizes sales

If we review history, the world has changed because of people who have managed to sell themselves and their products, services, and ideas.

Hollywood and several of its movies like "The Wolf of Wall Street" have taught us that selling is about manipulating, lying, omitting information, among other unethical tactics. However, there is a Mexican who is changing the concept of what selling represents. Cris Urzúa grew up in Cancun and started his career selling in a challenging industry, timeshares, at the age of 17. The first company he worked for sold with so much pressure that he swore to "hate the world of sales." However, he began working on other teams more focused on selling with service and was so successful that by the age of 19, he was leading sales teams with his sales philosophy. "We were like 'The Wolf of Wall Street,' but with Hawaiian shirts. Despite having quite a bit of success, I felt that wasn't the right way to sell, firstly because we didn't use digital tools, and secondly because I always believed that we could sell much better if we provided a lot of value to the customers first, by selling with great service instead of pressuring prospects," says Cris.

After three years of preparing to sell with digital strategies and refining his formula for selling with service, this young man, who is only 27 years old, launched his program, "Selling Through Service," through which he has provided a lot of value to over 200,000 students worldwide in his free academy. He has had four thousand students pay for his programs and has graduated 700 students who have reported a sales growth of $2.3 million. But what is selling really, and how can we close more sales? "Selling is simply relieving people's pain with your product or service. Over these more than 10 years that I've been in this profession, helping entrepreneurs and commercial executives from all over the world, I've realized that there are five elements that help us close sales with service:

• 1.- The key is in your mind. Limiting beliefs are what hold people back the most. That's why the first thing I focus on when helping sales teams, entrepreneurs, and business owners grow their sales is to work on their definition of what selling is. Contrary to what many people think, selling is not about taking, manipulating; selling is about improving people's lives, especially if you do it in the right way.
• 2.- Give to receive. It's very important that when you want to sell, you first give a lot of value to your prospects. That way, it will be much easier for them to want to do business with you. Moreover, with digital channels nowadays, even this process can be automated.
• Sell with connection, not pressure. It's much easier for people to want to do business with you if they like you. That's why it's very important to connect with them, understand them, smile, be pleasant. Also, before getting your client's yes, it's very important that they agree with you on smaller things, like giving you their email or validating that your product or service could improve their lives.
• 3.- Create the conditions for them to take the step. One of the biggest challenges people face when selling is getting customers to take that step and close the deal. For this, it's very important to incentivize with discounts or special promotions so that they make the decision, helping you close without pressuring them.
• 4.- It's very important to understand that your customers will buy from you when they're ready to buy from you, not when you're ready to sell to them. It's your job to be present in their lives when they're ready to do business.
• 5.- An objection only asks for more information. When a prospect gives you an objection, it just means they need more information to make a decision. So, listen to them and understand what information they need to make the decision," recommends Cris.

If we review history, the world has changed because of people who have managed to sell themselves and their ideas, from Da Vinci with his revolutionary art and inventions to González Iñárritu, a three-time Oscar winner. These great feats have been achieved largely due to their ability to sell products, services, and ideas. And what could you achieve if you transformed your definition of what selling is?