In your salesperson role, your objective is to serve, not to sell.
Whenever you go in to see a client or prospective client, and especially when you meet someone for the very first time, you have to go in wearing your problem-solving hat.
Your objective is to help your prospective client find solutions to their problems / desires; for example, to increase their enjoyment in life, to increase their profits etc. Only by increasing your customer’s business or pleasure can you increase your own.
If you’re going in with the purpose of pushing your product (being a product peddler), you’re going to have to work very, very hard to make that sale.
On the other hand, a sale becomes a natural progression when you go in with a focus on how you can meet their needs and desires and bring value to this individual and their company. That may mean using some creative thinking along with your knowledge and experience to come up with ways to improve your customer’s bottom line.
Therefore, this is the time to ask yourself:
- “What can I do differently? What would be the ideal solution to this problem, and how close can I make that happen?”
- “What challenges are my prospective clients facing right now and how does my product and / or service help them?”
Answer those simple questions with some simple, practical and distinctive suggestions and you are well on the way to progressing quite naturally to a signed contract.
Andy Burrows – visit The Trades Coach website. Txt “coach” to 215 for my contact details