Sales, no matter what you sell, is about the people.
No matter how great your product or service may seem to be, it’s only as good as what the potential client understands it to be.
Many times by listening and learning from potential clients, I have started to change how I describe whatever I’m selling.
Because when I listen to the people, I understand their needs. When I understand their needs and criteria, I can view my offer from their eyes.
My product or service has no voice, so I must be the voice. I need to listen to the prospect to understand how to respond in a way that my prospect is getting answers and my offer is understood.
It’s my responsibility as the selling side to bring my offer and the prospect together. So they are both understood and can live happily ever after together.
That’s the goal for any salesperson and every business owner, and honestly, every consumer. It’s to make sure the consumer and product or service live together after the purchase in harmony.
I am happy to spend money as a consumer if my expectations are met or exceeded.
On occasion, I’ve been so over-committed to my offering that I forget not everyone has had the opportunity to meet it and fall in love yet.
I have been blind to my need to represent my offer. On occasion, I wonder why it’s not getting the attention it deserves.
Then I realize I have been only focused on one side of the relationship. I need to be the voice for my offer. To help the prospect communicate with my offer so both are understood for their value.
So what do you think? Are you the ears, eyes, and voice for your offer as you establish the relationship with the prospect?
Or have you just been hoping prospects recognize the potential and the inner beauty of your offer all on their own?
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