Many view selling as persuading or even coercing individuals into purchasing unwanted or unneeded items. Some equate it solely with closing deals. This perspective can be disempowering and breed aversion. But what if you could adopt a perspective that makes selling enjoyable, exciting, and something you anticipate?
By now, you’ve likely compiled a list of problems you can solve for your target audience, a list that will expand over time. Consider yourself a master problem-solver, dedicated to helping people.
Try this perspective: Selling is helping people. It’s a service, a process of identifying and resolving their challenges. When you genuinely believe that selling is serving, it creates a profound shift. You become passionate about assisting others. Let that passion shine.
It’s your responsibility to engage in sales conversations to help as many people as possible. By holding back, you’re withholding your gift from the world. You owe it to people to share your expertise and wisdom.
When interacting with a potential client, focus on how you can assist and serve them. Forget about pushing a sale. If your offering genuinely solves their problems and you facilitate the conversation effectively, they will essentially sell themselves and become your customers.
People dislike being sold to. They instinctively retreat when they sense pressure. However, if they perceive genuine help in solving their problems, they relax and become receptive.
Adopting a service-oriented, helpful approach to selling will energize, excite, relax, and make you feel natural. This simple yet powerful perspective is incredibly attractive to clients.
(c) 2005, Tessa Stowe, Sales Conversation.