Two things come together to make a salesperson valuable to the prospect: logic and emotion.
You may fear being a nuisance as a salesperson to your prospects.
I assure you if you approach any sales opportunity with these two things in your tool kit, you will not only avoid being a nuisance, but you will be a valuable asset to your prospect.
There is first logic. What is the problem the customer needs to solve? What is important to them? Do they have a defined budget?
Suppose the product or service solves the problem, great. That it checks all the boxes for what’s important to them, great. Suppose it fits their budget, great.
Now the second thing heart ❤️.
The heart comes in for the salesperson when they listen and watch the customer’s situation and solve additional problems that have been unseen up until that point by the customer. The heart of the salesperson brings out the other needs that the product or service will provide. Again the ones unrecognized by the customer.
Lastly, the salesperson’s heart is revealed when considering the budget. The heart will make you have the hard conversation that says, “ it’s more than you hoped for, and here’s why I believe you still need to consider this option. Heart is required when the salespersons’ quotes are not always the most expensive solution but the one that best solves the problem.
The salesperson with logic and heart will enjoy their job in a greater way because they are genuinely solving problems, caring, and building relationships in addition to a business.
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