The Selling Factory

Giving: The Key to Sales

Written by Matthew Narcisse

Matthew Narcisse is a junior at the University of Florida studying psychology and business. He is interested in a career as a market researcher and plans on continuing his learning after undergrad to become a psychologist. In his spare time, he serves as president of the Southern Scholars Foundation and volunteers in his community.

Photo by Thirdman from Pexels

The brain is the most complex and vital organ in the human body. I plan to utilize my studies to improve mental health and understand human behavior. In my experience with mental illnesses, I’ve acknowledged how important mental health is. I’ve been exposed to the crippling effects of depression and anxiety and want to be a friend to those in need of help. I am determined to be a psychologist and believe all my experiences in life have prepared me for this path.

Beyond researching the market, I strive to analyze the mental processes that occur in the minds of customers. Understanding the psychology behind sales allows companies to increase reciprocity thus building a strong relationship with customers. The best relationships are grounded on giving rather than receiving. The sales process is a way to provide the customer with a product that benefits them more than the seller. Having this ‘giving’ mentality makes an honest and admirable salesperson.

The Power of Giving

There’s no question that giving is powerful. We tend to be more interested in ideas that offer a particular benefit to us. That’s just human nature and for the most part, it’s understandable. Why would you waste your limited time on something that yields no value to you? In sales, build connections that are personable, so that customers can invest their attention into what is being said.

How to Close In Sales With A Giving Mentality

#1 Relate to Your Customers

The best way to build connections is to get personal. Show interest in getting to know them by asking genuine open-ended questions that create new conversations. Be active when listening by making a conscious effort to identify what the customer needs. These approaches make it easier for the potential buyer to invest in the conversation.

#2 Getting the Party Started

Take initiative when giving. This shows your enthusiasm about providing solutions for what the customer needs. Make an exemplary sale that leaves customers with more than they bargained for. This creates a positive connection with the company. Give compliments based on the personal connection you’ve already built. Smile while you’re talking. Your tone sounds more pleasant and welcoming while doing so.

#3 Seeking Solutions 

Make their problem your problem and find the best solution for it. Cater to their wants and needs. Ask questions and put yourself in their perspective. Two is better than one, so work with the customer to find solutions rather than them working with you. Understanding what the customer needs and collaborating with them changes their view of the problem and provides relief.

#4 Contributing to the Greater Good 

Show that your organization is working for the greater good of a community. Seventy-seven percent of consumers are motivated to purchase from companies with a commitment to making the world a better place. The product’s abstract value represents something more than just a sale; it’s a contribution to goodwill. In simplest terms, give the gift of giving.

More than Numbers

As much as it seems like a numbers game, how to close in sales is about giving rather than receiving. You want the customer to know that their time and efforts are valued. Showing appreciation through giving will build connections with customers and create a good reputation for your company.

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Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

mia.semel@thesellingfactory.com

Kira Baker

Campaign Manager

Kira recently graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

kira@thesellingfactory.com

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

jared@thesellingfactory.com

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

ian@thesellingfactory.com

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

damien@thesellingfactory.com

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

brendan@thesellingfactory.com

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

savannah@thesellingfactory.com

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

zack@thesellingfactory.com

Josiah Blakemore

Campaign Manager

Josiah has over 8 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

josiah@thesellingfactory.com

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

sueming@thesellingfactory.com

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led Slingshotfund.org to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

adam@thesellingfactory.com

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.

brad@thesellingfactory.com