Jon here from Sacore, and today we’re going to debunk a myth about sales. You know the old image of the salesperson who foists something on you that you don’t want? Well, those days are over. In today’s world, sales is about service, about helping customers make well-informed decisions. Let’s dive into it.
Help, Don’t Harass
It’s a simple concept, but oh so powerful. Your task as a salesperson is not to push a product or service onto the customer. Your task is to help them find what they need, what will solve their problems or satisfy their needs.
Pushing a product on a customer can result in a quick sale, but think about the long-term consequences. Satisfied customers come back, unhappy customers do not. More than that, satisfied customers recommend you to others, unhappy customers warn others. The effect can be significant, in both directions.
Inform, Don’t Impress
Today, customers are more informed than ever. They have access to the internet, reviews, comparisons – the entire world’s knowledge in their pocket. So if you think you can dazzle them with flashy words and glossy brochures, think again.
Your task is to inform. To provide them with all the information they need to make a sound decision. Not just about your product, but also about the alternatives. Why? Because if you don’t, someone else will. And then you’ve lost their trust.
Listen, Don’t Lecture
Sales is a dialogue, not a monologue. Listen to your customer. Understand their needs, their concerns, their desires. In many cases, you can find the exact solution for your customer. But sometimes your product or service might not be right for them at the moment, and that’s okay. By listening and understanding, you’re building a relationship that will last far beyond the end of the call.
So there you have it. Sales isn’t about foisting, it’s about serving. Serving the customer, earning their trust, and ultimately, deserving your success. Keep this in mind the next time you take a sales call or have a sales meeting. Good luck!
