Serve Don’t Sell
If you want to learn how to work on your business instead of in it; or want to make your company a place where your team members are passionate about their jobs, you won’t want to miss our next EntreLeadership Podcast. Debuting next Tuesday, I will be answering questions from you and other leaders.
Bill: I feel the main thing I am lacking in running my business is sales. I’m not very confident in it yet, and in my business, I am selling to some of the toughest of leads–new car sales managers or general managers. Do you have any tips that could help me to get started?
The most important thing about sales is discovering the reason why someone would buy your product. We shop emotionally, but we buy intellectually.
In other words, don’t sell me anything. Instead, spend time doing four things:
- Qualify me
- Build rapport with me
- Educate me
- Close me
Start by making sure that I can actually make the call on the sale. And then, discover what I’m missing and how your product will fill the need. Then, show me exactly how.
On top of that, passion sells. If you’re crazy passionate about your product, then I will be more likely to listen when you begin to ask me questions.
Don’t fall for all of the sales gimmicks of trying to get people to purchase. What you’ll eventually get is buyer’s remorse. SERVE the daylights out of your customer and they will buy.
Question: What tips do you have for a new salesperson?