>Why are people reluctant to sell? When you think about it, it one of the most critical skills. If you want to increase your business, earn more revenue and keep your existing clients you have to sell. So why do so many people dislike it?
Because somewhere along the line sales people, unfortunately, got connected to words such as pushy, aggressive, and confrontational. Words that make most people uncomfortable – as they should. When the truth is to be successful at sales, you need to serve. Now that is a term most people like, identify with and strive to do. And your ability to serve is what makes you successful in sales.
Great sales is great service – period. If you care about people, and offer a product or service that you believe is of benefit and value then you can sell – and be terrific at it. Sales is nothing more than: First, believing in and knowing the value of your product or service. You need to be able to articulate not only the features of your product/service but what difference it will make to your prospects life. Does it save money? Provide peace of mind? Build confidence? Create efficiency ? What benefits does your product/service provide? Second, you need to learn to ask questions and listen – really listen. Who is your client, what is important to them? What challenges are they facing? What opportunities are available to them? Third, provide solutions and solve their problems. Notice I said their problems. What have they shared with you about their challenges and opportunities? How can you use your new found knowledge to search your resources, products or services to help them see and achieve their goals.
I heard a wonderful example of this philosophy practiced when I was getting my hair cut. The woman next to me was explaining to her hairdresser (after her hairdresser had asked her a series of great open ended questions) that she was tired of her cut and hair color. Rather than jump right in and provide a solution. The hairdresser kept asking questions. Hairdresser: Why don’t you like the color Client: I feel old, I want to look younger. Hairdresser: What colors have you seen that you like? Let’s look at some magazines and you can show me. By the time they were finished, the woman not only had a new cut and color, but she had an appointment with the image consultant at the salon to help her redo her overall look. The client was thrilled, the salon had served her needs, and bottom line sales overall were increased.
If you enjoy helping people solve their immediate problems and realize what is possible for their life and their business then you should be serving to sell.