A GOOD sales person is always on the alert for an opportunity to discuss their products or services to a prospect. A GREAT sales person is always prepared and listening for challenges business owners may have and for the opportunity to help solve these challenges, to offer their products or services as SOLUTIONS. When you stop selling widgets or spots or “things” and start offering SOLUTIONS you will have become more than a sales person. You are now a resource – a partner. And who do you think is of more value to a business owner: A salesperson or a partner?
You have to be willing to put aside what you sell. Stop worrying about making the sale and think more about solving the problem. Believe it or not, it is easier than you might think. When you truly become involved in the process, it takes that desperate hunger out of your eyes and your voice and allows you to HEAR what the client is saying, and it allows your brain to start thinking in terms of SOLUTIONS.
Many times we go into a call with what WE THINK is PERFECT for the client. Stop. Listen. Identify a challenge and THEN apply your product or service as a SOLUTION. When you do this, it is a lot harder for the client to say NO than it is when you walk in with an “off the shelf” package that screams “Buy this, I need a commission check”!
Try this just once. You will be amazed.
Now, go sell something!