Selling strategies almost always revolve around the company
and their products, not the customer. In
today’s market place you had better start changing your focus on your customer
and what they want and need. If you don’t,
you’ll always be battling price objections and you will not be building your
base of loyal customers.
When was the last time you purchased something and really
cared about the company that supplied you?
In all fairness customers don’t care about you, your products or your
company. They care about themselves,
what they need, what they want and the success of their business, the things
that are important to them. Tough for
some people to realize, but it’s true. Try
honestly to see it from the other person’s point of view is principle #17 in
our training that is likely one of the biggest eye openers I had when I took
Dale Carnegie sales training many years ago.
I admit it, I was a logical product pedlar and when I was introduced to
many of the Dale Carnegie ideas I understood what I was missing. Taking that next step in sales is magical and
creates more than you could possible imagine!
Another important
aspect to selling is that people don’t buy products, they buy the benefits or
results of those products that help them get what they want. In our business, we don’t sell training, we
sell business results. For example, we
recently did some work with Business in Vancouver in which we did sales
training for their entire sales staff, we produced an immediate 13% increase in
sales by helping their staff grow better relationships with their customers and
move away from pedalling their products.
Kerry McDonald, their sales manager, understood that the success of their
business relies heavily on their relationships with their loyal customer base
and he wanted their sales staff to become much more consultative in their
selling approach. Now there’s a selling strategy
that makes sense!!
The link below is to an article that talks about these kinds
of issues in sales today, if you feel like you’re a product pedlar and you want
more tools to become a trusted business partner with more customers give us a
call!
And remember what Dale Carnegie said about sales, "You
can close more business in two months by becoming interested in other people
than you can in two years by trying to get people interested in you."
