Quit telling me what I want!
Odds are good that if I’m in your field of vision, I’m already a prospect.
Your job is NOT to tell me what I “SHOULD” be buying from you.
Your job IS to spend some time with me and LEARN what I WANT and NEED to buy.
Get to know me.
Learn a bit about my family, my hobbies, my peeves, and what excites me.
Discover what’s important (what MATTERS) to me and help me find THAT.
How can you make my life easier?
Approach me in service.
Meet me where I am instead of requiring me to shift gears into your world of trade jargon.
The truth is that if you begin our relationship by attempting to SELL yourself to me, you’ll lose me before you even have a chance to earn my business.
Don’t tell me how great you are – That you’re #1 – That you’re a schmamillion Dollar producer.
Just show me you care . . . about ME!
This must begin with probably the most powerful yet seldom used strategy among “Salespeople”
- Show up
- Be Present
- LISTEN with heart (This requires shutting your mouth and opening your ears)
- Tell the Truth without judgement
- Identify options
- Let go of any need you personally have (Such as earning a commission)
Be helpful, useful, available, approachable, candid, confident, generous, patient
DON’T be whiny, needy, negative, rushed, LOUD, pushy . . .
Be my RESOURCE for all things relating to you area of expertise as well as any pertinent peripheral information (Schools, Churches, Parks, Restaurants)
Be my personal fountain of Knowledge.
Is this too much to ask?
When it’s over, I’ll become one of your raving fans and prove to you over and over again that you don’t need to SELL yourself to ANYONE.
PS: This works for ANY kind of sales.