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The art of sales has changed significantly over the years. From direct extrovert selling, the focus is now moving towards trust. The more people trust you or like you, more chances of them doing business with you.
Most sales folks nowadays focus on small things like time-of-the-day to make the sales call, send an email or the language to be used in your presentation. Everybody likes a bit of personal touch 🙂
Key is to Build a Relationship First and then Deliver Value. A lot of people believe this to be a time taking process & don’t even try this route. However, if you do it the right way… hit the right areas, this can be achieved easily.
Let’s learn the right way to do sales 🙂
Most sales folks nowadays approach their leads & start pitching their offerings right away. That’s a BIG NO if you wish to create a long-term relationship with your customers.
A better way to approach them is by connecting on a personal level from the beginning. Easiest way here is to find a topic that excites both of you equally; can be anything from photography to traveling or even love for food. After that you can gently proceed to check out if you can be of any help.
3 Things to Keep in Mind
- Allow people to open up to you. Because most of the times people don’t ask for help, they are embarrassed to do so or their pride gets in the way. They will only share what they need if they are comfortable with you. That’s your window to sell 🙂
- Listen more. Contrary to popular belief, the actual key to selling is by talking less & listening more to what your prospect is saying. Always put major focus on other person & less on your pitch.
- Look to solve problems. Most of the sales folks only talk about what their product does & how cool it is. You should rather look towards how your product can solve the problems of your prospects. You do that, you get a customer for life.
If you wish to sell, always focus on solving problems. Sometimes, that may not ensure instant financial rewards but that’s ok in the long run 🙂
Let me know what you think about the points discussed above. I’d love to read your thoughts on the same 🙂
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