Most people have a negative viewpoint of selling. There is even the popular expression that no one likes to be sold. This negative viewpoint of selling is actually based on the negative belief that a sales person is someone who gets someone else to buy something they don’t want or need. And, they do it by fast talking, hypnotic trance inducing, mind controlling behaviors.
Actually nothing could be farther from the truth. Selling is not conning someone into doing something they don’t want or need to do. To the contrary selling is understanding the needs and wants of your prospect and then showing in a compelling way how the product or service you have satisfies those needs.
Therefore, if you truly want to be successful in selling you have to develop the skill of discovering the needs of your clients. This involves the skill of building relationships to a degree that your prospect will allow you to ask the questions that will uncover the true needs of your prospect.
In order to do be able to do this, you have to have the mindset of putting your prospect’s needs first. What does that mean?
First let me tell you what it does not mean. It does not mean that you sell to your prospect what you have regardless of whether it is the best thing for them. It does not mean that you put together the package based solely on the fact that it will give you the highest commission or allow you to win the sales contest.
What it does mean is you are there to solve your prospect’s challenges and problems based on the products and services you have. It means that you have no other concern but that your prospect will get the best value for their investment. It means that your only reason for being there is to assist your prospect to get what is best for them.
When you have this mindset, your prospect will sense that you have their best interest in mind. Your prospect will be more willing to give you information about the challenges they face and what they are looking for in a solution.
By the way if you don’t have their best interest in mind, your prospect will pick up on that too.
If you really want to be successful in selling develop the right mindset about what selling really is. Since no one wants to be sold, you are there to assist your prospect to buy. This means it is not a “you/them” type of thing, but really an “us” looking for the best solution to a problem or challenge.