Do you Authentically Care about your Customer and their Needs?
I am sure that you have heard the saying which says ‘People do not care how much you know, until they know how much you care” When you realise that you are in the people business and that your products are secondary, only then will you turn the corner towards incredible sales success. See yourself in the business of helping people and no longer see yourself as being in the business of selling products and services. This subtle, but crucial shift will empower you to move away from feeling like someone, who is trying to close a sale every time you are in front of a customer and instead change you into someone, who helps people make the right decisions, which will help them to improve their life experience.
Know and Understand the Individual and their Needs
Become interested in the individual, the human being, who has a need or is facing a challenge, which your product or service can help eliminate and you will close far more sales. Both you and the buyer of your value proposition will receive a mutual benefit, fair exchange will have occurred and both parties will feel that they have won. This is a sure fire way of ensuring that you develop long term mutually beneficial relationships with your customers.
Lose the Sales Pitch
Sales success is never about launching into your planned sales pitch, listing all the benefits your products or services offer. It is about getting to know what the customer needs and how you can help them satisfy this need as painlessly as possible.
As a sales professional you must determine:
- What the customer wants to achieve?
- What is important to them?
- What their needs are?
- What it is that makes them feel good?
- What do they really, Really, REALLY want?