One of the things that we all strive for when in business is to increase sales. When the pressure is on to do this we often find ourselves acting in desperation to get a sale. As sales lead to income and income leads to profits; so we must get them up. What if I was to suggest that thinking like that would ultimately be a hindrance on your ability to sell? There is much evidence that demonstrates when profits and income are your sole drivers you often produce less, that could be said to happen with your sales when you get in this mode. In today’s blog I am going to suggest two different perspectives you could take on that may well give you a sales boost. I am just opening up your perception of what you can achieve in the realm of sales other than increasing income. So here it goes.
The Problem Solver Perspective
When going into a sales meeting you may want to go in and think, “Today I am going to solve a problem for this customer and make their life better.” This would make the whole selling process much more deeply rewarding not only for the prospect but also for you as the sales person. Often when you are in a sales meeting you are hit with objection after objection. Your job as a problem solver is to ask questions and get to the core of the matter. Then offer solutions to those through your product offering. This will allow you to come across as more genuine and demonstrate you are not just in it for the sale. You ultimately just want to solve the customer’s problem.
The Customer perspective
It is often quite incredible how many people don’t take this seriously considering this is the single best way to improve sales. There really is a truth in the statement “The Customer is always right.” We all at some point or another find ourselves stating something along the lines of “We can’t do that” or “I don’t think I have time to do that”. These sorts of statements, which often pop up in meetings or in sales meetings, are orientated around you or your business. It is so important to start to switch those statements around, especially when selling; “would it help them?” or “how would they benefit?” Everyone, at one time or another, find themselves thinking how much something is a burden upon them, however, if you want to succeed in selling you must make it about the customers’ needs, not yours. So when selling, everything should be about them, from where you hold the meeting to when you hold it or how they buy the product to what the benefits are. You are there to help them, make it easier for them and understand their needs. Train yourself to always think from the customer’s perspective and sales will grow and grow.
Well I hope these help you find a different perspective on your sales role. I also hope it may give you an extra boost to know you are helping others to improve their lives.
Are there any other alternative ways to think about selling? How do you think about your role?