For many salespeople, their reason for bringing the product or service they offer in front of their customer is unclear. "We do this," they say to the prospect. "Would you like it?"
If you think this approach is simplistic and people are not really doing that, look at the questions in business forums. "How do I get more clients?" "I try to set appointments but nobody is interested." "How can I make them buy?"
Salespeople are trying to push their products or services.
They are trying to make sales so they can make money.
But money should not be your overt or primary motivator.
The Effective Approach to Your Sales Motivation
When you appear and try to push your product or service onto a prospect, negative things happen. You get resistance. The prospect sees you as a commodity. The conversation typically becomes all about price.
When all you are trying to do is make the sale so you can make money for yourself, prospects sense it and put up barriers. To be effective, your sales motivation has to be more of a matchmaker. When you approach a prospect, ask yourself:
"Is my product or service the best fit for this prospect? Can I help them better than anyone else?"
In the process of finding out the answers you will determine whether or not you and the prospect are a fit. Now positive things will happen. The prospect will see you as a problem solver instead of a product pusher. You will uncover reasons to buy that no other salesperson will, which will allow the prospect to view you as a trusted advisor. Price will fade as a major issue. And if it turns out not to be a fit--something you can discover in a few short minutes--you avoid a bad situation for both sides.
Amateur salespeople are trying to sell to everyone that moves. Professionals are more cautious. They've had the "Client From Hell" and are unwilling to repeat that experience. They also know that the best customers are the ones who have received the most benefit from buying, and they're now sorting for these specific prospects.
Be clear about your sales motivation. Make it about finding prospects who can truly benefit the most by working with you. Make sure your product or service solves the big problem they have. Then it will be easy for you to differentiate yourself, get into the right conversations and ask the right questions, be seen and treated as a trusted advisor, and make sales. As a custom homebuilder I used to work for many years ago would say, "Now we're cookin' with gas."
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