It is a rare occurrence that I post twice in one week, but after reading a post from one of the blogs I follow I HAD to share with you.
Dean Brenner is the President and founder of The Latimer Group, he is an accomplished executive coach, a dynamic public speaker, a published author, and an Olympic-caliber athlete. Dean’s blog, The Beacon, offers advice, insight and is a thought provoking tool that I enjoy regularly.
THANK YOU Dean!
Please click through and enjoy Dean’s latest post…
Then, go sell something!
A GOOD sales person is always on the alert for an opportunity to discuss their products or services to a prospect. A GREAT sales person is always prepared and listening for challenges business owners may have and for the opportunity to help solve these challenges, to offer their products or services as SOLUTIONS. When you stop selling widgets or spots or “things” and start offering SOLUTIONS you will have become more than a sales person. You are now a resource – a partner. And who do you think is of more value to a business owner: A salesperson or a partner?
You have to be willing to put aside what you sell. Stop worrying about making the sale and think more about solving the problem. Believe it or not, it is easier than you might think. When you truly become involved in the process, it takes that desperate hunger out of your eyes and your voice and allows you to HEAR what the client is saying, and it allows your brain to start thinking in terms of SOLUTIONS.
Many times we go into a call with what WE THINK is PERFECT for the client. Stop. Listen. Identify a challenge and THEN apply your product or service as a SOLUTION. When you do this, it is a lot harder for the client to say NO than it is when you walk in with an “off the shelf” package that screams “Buy this, I need a commission check”!
Try this just once. You will be amazed.
Now, go sell something!
I HOPE SO! What ever happened to the salespeople who asked questions about your business? Who sold solutions to the clients’ problems and challenges? Who LISTENED more than they TALKED?
I KNOW there are a few of us “dinosaurs” still out there. I KNOW there are people who get in their car every day and head out to solve problems and grow businesses by utilizing the products and services they represent. I KNOW IT! My fear is that there are too few.
If you take the time to read a blog like this and others, than you must be serious about your career in sales.
If that’s the case, then PLEASE don’t be one of those salespeople that takes a “one sheet” to a client as a proposal. You know the ones: They have the cute little clip art on the top then the bullet points of what the deal is – the price and a place for the business to sign. There are salespeople who stand at the copier for 20 minutes before they head out in the morning and take these things all over town!
Don’t do it! Make an appointment. Prepare for the appointment. Dress for the appointment. Listen. Take notes. Then, go back to your desk, consider everything you have just learned and put together a SOLUTION BASED PROPOSAL.
You will stand out as someone who is professional and has something of value to offer. You will be more successful. Your closing ratio will increase. YOU WILL BE A DINOSAUR! Join us, won’t you?
Now, go sell something!