You’re Better at Sales than You Think
Sometimes when people are new to sales you’ll hear them say things like “I’m not a salesperson” or ‘I’m not good at sales”. It’s probably the same thing skydiving instructors hear when they run into people who’ve never jumped out of a plane before.
But if you’ve never done it before, how do you know you’re no good at it? Maybe, just maybe, you’re better at it than you think you are.
On today’s show discover:
- …that you have more sales experience than you think you have;
- …and three ways you may actually be better at sales than people who’ve been doing it for awhile.
I’m Not a Salesperson
Why do people like to say “I’m not a salesperson?” I think it’s because of what they imagine a salesperson to be. If your internal definition of a salesperson is a pushy, shady, tricky, fast talking, flim-flam artists that coerces people into buy things they don’t want…then I totally get where you’re coming from. I wouldn’t want to be that either.
But is that really what a salesperson is? Is that what sales is about? No, sales is about solving problems. It’s about building relationships and helping people change their lives for the better. It’s a noble profession you can be proud of.
Guide Good People to Good Products
Think of a good salesperson as a guide. You get to know your customer, understand what they need and what they want. Then you guide them to the right product, help them solve their problem and be happy.
Unfortunately, almost everyone has had a bad experience with a salesperson but chances are you’ve had good experiences to. It feels great when you go to a store to buy something you want and you find that nice salesperson who is helpful, answers your questions and takes away some of the anxiety of making the wrong choice.
You Have Sales Experience
Believe it or not you’ve been practicing sales for a long time. If you’ve ever recommended a good restaurant, shared a TV show, suggested a movie you knew someone would love you’ve practiced sales.
“Yeah, but those are people I know…” true but the process is still the same.
Let’s say your friend Bruce is looking for a good Mexican restaurant. (that’s his need). You’ve had some great experiences at a little place called Mexicali Rose (that’s your product knowledge) so you tell Bruce about it and why you think he’ll like it. (those are the benefits). He asks a couple of questions, you answer them and then say. What do you think, want to give it a try? (and that’s your close).
If you stop and think about it you’re “selling” all the time. You option close your kids when they want candy and you say “ you can either have an apple or an orange”. When you call a friend who’s in the market for a new set of running shoes to tell her about an amazing sale you just found on sneakers, you’re selling. Doesn’t it feel good when you can help a friend find what she wants and needs?
(not only do you do those things all the time, you’re probably really good at it!)
Three Ways You May Be Better at Sales Than You Think
But how could you possibly have an edge over salespeople that have more experience than you? Well, here are three ways you may just have the upper hand.
1 – You have a warm and non-threatening approach. Because you’re approaching sales from a helpful point of view you come across as caring and non-threatening, which is something people like. When you stay focused on helping it comes across and it gives you an edge over someone who’s only thinking about a commission check.
2 – You’re more sensitive. You’ve already said you don’t want to be pushy and aggressive. You don’t want to make someone feel uncomfortable and you’re sensitive to the feelings of others. You notice when you’re customer is uncomfortable and you’re able to navigate around those feelings in a respectful way.
3- You make strong connections. Who doesn’t like someone who is genuinely trying to help? Because of your “non-salesy” approach you make strong connections and build great rapport with customers. It’s a critical component of sales because people buy from people they like and trust.
Forget trying to “sell” something and instead focus your attention on helping someone. Discover your customer’s problems and show them how your product helps solve it. Remember you’re a guide and your job is to bring good people and good products together.
Today’s One-Two Punch
Be a Helpful Guide – Be Great at Sales
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