Sometimes it takes us the longest time to realize the littlest things when we are selling. Some sales women approach their prospect with a big sign on their chest that says “It’s all about me!” Well, not an actual sign; but they have that look! And they are talking about what they do, what they need and why they have the best product or service. You know some of those sales types, don’t you? Me. It’s all about me. How can you help me get more business? Who can you lead me to in order to help me?
It doesn’t work that way, ladies. Think for a minute. You are selling your product or service because you believe your prospect will buy it and it will help them or make their life better in some way, right? Then that’s exactly how you have to act. It is not about the sale or the actual money. It is about how they feel. If you approach it this way, they will naturally lead you to other people and become a steady client.
Understand this: you have to give first if you are ever going to get. What I mean by that is you need to give them something useful such as valuable tips that pertain to your product or service. In some cases, you can give them samples of your product or service. Share information that they can benefit from even if you may not make money off of it. What matters is that you helped them, which is the right thing to do and that helps them see you as an expert in your field.
Finally, as I always mention in my sales training, make sure you ask a lot of questions! Ask questions to figure out what their needs are and how you can best serve them. It can be articles you refer to that can back up information on your product or service or even a social media tip. I am in finance so I often refer to a book or an article that back up my beliefs. Some examples of this are “Finance for Dummies” and “Financial Peace.” If I teach my client why term life insurance is the best kind of insurance out there and support that with articles, videos and books from outside third parties then I won’t lose them in the future because they are clear on it. Besides, giving always feels better, doesn’t it?
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