“Sales-y.” Just the sound of the word is irritating. Yet if you don’t get out and meet people to share what your business is all about, how will you generate customers and keep doing what you love? It all starts with YOUR beliefs and perspective. Are you selling or serving?
What comes to mind when you hear the word “sales?” For many, it conjures up all those negative thoughts of someone whose main goal is to make that sale even if it isn’t right for the customer. Though that’s not necessarily true, most people share that perspective and it’s difficult to change.
Unfortunately, when we have something of service or value to offer, but feel “sales-y” about sharing, we probably won’t. The end result is that our fear of “selling” will overtake our intention of “helping” and an opportunity is lost.
The challenge is to feel authentic, not fake, and realize that we have something of value, a solution to offer. It starts by shifting our own perspective to one of “serving,” not “selling.” Instead of pushy and rude, think of the action as helping to make a difference.
Here are 4 quick tips to move you forward:
1. Feel Confident
Your intention is to be of service and help solve a problem. It’s not about persuading others to do something they’re not committed to. Once you let go of the outcome, you might be surprised to see the difference in how you feel. Present with confidence and a positive attitude.
2. Understand the Pain Points
The discussion is 100% about the prospect and their wants and needs. Use open-ended questions to get as much information as possible to clarify the prospect’s pain points or problems and make sure that you have the solution for their needs. Alternatively, if you can’t help, perhaps there’s a resource or referral you can offer.
3. Address the Problem
As the pain points are clarified and both parties are in agreement, you can begin to introduce possible solutions. If you have case studies or other similar situations where you’ve been able to help, this is a good time to share this information and build rapport and trust.
4. Alleviating the Pain or Problem
Once the problem(s) have been identified, now is the time to begin a discussion about whether alleviating them is a priority. Is this issue severe enough for them to take action? Outline the benefits and results of your solution and the outcome that would be achieved.
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