A sales representative once told me, “If you promise not to buy anything, I promise not to sell it to you.” To some, this may sound counterproductive, yet this built trust between the salesperson and myself. This simple approach removed the obligation of purchasing and allowed me to see it differently.
People don’t want to feel like they have to purchase a product or service. On the contrary, they want to feel excited about purchasing! You just have to show them that their lives would improve in some way by owning what you’re selling.
Why Assist Rather Than Sell
Sales shouldn’t solely be about making money. Money is just a by-product of doing a good job. Sales should ultimately be about helping people, not about taking advantage of them.
Every person you interact with is going to have unique circumstances. As a sales representative, it’s your job to show them how your products and services can aid in achieving their goals.
If a potential customer feels pressured or obligated to make a purchase, then the salesperson has missed the mark. In sales, you’re an aspiration advocate; you take the customer’s dreams and provide tools to accomplish them.
How to Help
- Your approach dictates success.
The best salespeople don’t push someone into making purchases. They ask open-ended questions, build rapport with their prospective customers, and learn their wants and needs.
- To avoid pressuring your customers, you have to listen.
A successful salesperson doesn’t open a conversation by telling the customer what they need, they let the customer tell them. Once that is determined, you provide them with solutions tailored to fit their needs.
- Build Rapport
Finally, building rapport with the people you contact is essential. It’s true, you’re there to sell to them, but they aren’t going to buy until they trust you.
When I worked as a Customer Service Representative for Apple, I sold a lot of products just because of the help I provided. Sales weren’t my job at the time, but customers would come to me frustrated and I would give them solutions. Once I gained their trust, they accepted my advice.
By working with them in a patient and compassionate manner, I built a connection with them. Then they would ask me what I recommended they buy. I provided them with those tailored options, and most of them ended up purchasing.
Implementation
So, if your company hasn’t taught you these basic principles, implement them and your metrics will soar. You’ll feel better about the work you’ve done, the success you’ve experienced, and of course, the money you’ve earned from it.
Always remember that the best way to sell is to give.
Ves Slone 