Hello SOTGC community,
The title of this post is something I said during my career as a sales person, and what I advise to all people who want to be viewed as a true “value added consultant” to their customers.
Though I has a 9 year carer in sales, I never viewed myself or my style as “salesey”. When I think back on the big purchases I’ve made, when I look at the sales people that I am very loyal to and refer business to, it’s because they have one BIG thing in common, they asked questions about MY life and business, what I came in to look for, then they presented me with options their company has to help solve my problems or simply enhance my life/business, and they took time to educate me.
This last part is KEY! Education! In the world we live in today, consumers have the upper hand. In seconds they can do a web search on you, what your company stands for, your competition, and the benefits and positives of both. Companies (especially start ups and smaller companies) can get the upper hand when they take time to REALLY ask their potential client what their needs and problems are, and they educate them on ALL the ways your products/services can help solve those needs.
I have always believed that there is no need to “sell” people. People can do an AMAZING job of “selling” themselves. But what makes a sales person successful in growing their business is by really finding out what the people you’re meeting with are looking for in the market, and sharing your vision of what your company does that NO ONE else does better.
See if you can do what I call the 60/10/20 approach. On the next meeting you have with a new potential client (IE someone you haven’t met with before) 60% of the meeting should be ALL about discovering what they are looking for, why they decided to meet with you in the first place. 10% of it should be about getting to know them on a personal level, making a real bond with them that goes even past business. Then 20% of the FIRST meeting, educate them on what your products/services do that NO OTHER company can do quite like yours, then book the NEXT meeting where you’ll go more into detail on potential ways your company can help solve your future clients’ needs.