Do you believe that the cut-throat mentality of many salespeople makes the sales process much harder than it needs to be? Learn to become a “Go-Giver” to sell more! It is more effective when salespeople think like “Go-Givers” and focus on creating value for their customers. Stop worrying about selling and use your efforts to help someone!
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Do You Need Help Developing Your Qualifying Skills?
STOP WORRYING ABOUT SELLING SOMETHING AND HELP SOMEONE!
In their book, Go Givers Sell More, authors Bob Burg and John David Mann argue that what most of us think about selling (a struggle to make people do something they don’t really want to do) is completely wrong. They state that the cut-throat mentality of many salespeople makes the SALES process much harder than it needs to be, especially in a world where consumers are more apprehensive and knowledgeable than ever before. In their book, they claim it is more effective when salespeople think like “Go-Givers” and focus on creating value for the customer.
So, how can YOU as a salesperson stop worrying about selling something and start worrying about HELPING somebody? First, you must make it your number one priority to put the customer first. At all times. It sounds so simple, yet most salespeople refuse to do it. These salespeople have numbers to hit, bosses to impress, and commission checks to cash, then wonder why a client didn’t retain their services for a second year or do business with them in the first place? Usually, when it comes to customer service and experience, the writing is on the wall.
Second, the hidden theme in selling revolves around “want to fix” and “have to fix” problems. If you can do your research, build a great relationship, and ask your prospect excellent questions pertaining to their business and essential (have to fix) problems, then you are well on your way. If you can pinpoint those essential issues affecting your prospect, then you are on the fast track to actually help them.
Now, you can sit there and discuss your products with your prospect all you want, but eventually, it is just going to sound like what they’ve heard before. Every other salesperson in the market is pushing their products and every single one of them starts to sound the same after a while. If you really want to sell them something, then STOP TRYING TO! Instead, make your prospect and their business your entire focus. Ask questions that dig deeper into problems that can no longer go ignored. Show that you want to earn their business by learning more about them and their actual needs. Show how you can help them with data, case studies, referrals, and by earning their trust.
At the end of the day, every “Regular Joe” off the street thinks they can sell. However, most of them fail to realize the hidden talents behind selling and that it is, and always has been, more about GIVING than actually SELLING. Once you can switch your mentality, you will be amazed at the results. Now, go out there and give a little!