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In 20 years of sales, what I learned.
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What you normally see in movies and what they portray a successful sales person to be is just not the same in reality. That person barely exists.
Successful sales people listen more than they speak and they are strategic.
They listen intently wanting to understand the customer so that they can provide the most valuable solution with merit.
They listen intently wanting to understand the customer so that they can provide the most valuable solution with merit.
Customers are generally smart. You have to treat them as such. Walk in to your meeting assuming that they are just as smart or smarter than you.
This will create a humble and respectful exchange which will lead to a respectful long term opportunity together.
This will create a humble and respectful exchange which will lead to a respectful long term opportunity together.
What I learned is that clients and other people generally, are basically like me.
If I use my time to listen and understand the other person by properly putting in the attention and respect towards them, they will very much appreciate this behavior.
If I use my time to listen and understand the other person by properly putting in the attention and respect towards them, they will very much appreciate this behavior.
Customers are then more willing to understand my position, give me the attention I need, and see me as trying to help them instead of trying to “trick them”.
Which should never be done, of course.
Which should never be done, of course.
Your customer has probably already been burned.
Your job in sales is to connect and enjoy the relationship and learn about our clients and help them as much as necessary.
Your job in sales is to connect and enjoy the relationship and learn about our clients and help them as much as necessary.
Remember you are not the only person to approach this person.
So make it real and make it memorable and keep it human.
So make it real and make it memorable and keep it human.
