October 27, 2011 3 Comments
If you’re an entrepreneur, a consultant, or a professional salesperson/marketer, you’re continually selling. Whether you like it or not, promotion is a major part of your professional life.
Here’s the secret – the most important sale is you.
Often, you’ll see someone get in front of a client, and they will rush to pull out the sales collateral or the computer demos and start selling. This can be a big mistake. While there is a place for the pitch, your prospective client, perhaps in a completely unspoken and unconscious way, is looking to buy a person.
They want someone with expertise, with a service mindset, with trustworthiness, with humanity, upon whom they can lean. Not just for the next 45 minutes, but for years. Isn’t that the kind of customer relationship you want?
When you have those precious minutes in front of a prospect or customer, go in thinking about one thing – how can I help? Not, how can I get the most dollars out of their pocket in the shortest amount of time?
Believe me, they can smell the difference. You may have the best product or service around. But if the customer isn’t sold on you, they’re not buying.
Earn the opening. Then worry about closing.
Hire Steve Woodruff if your identity and message need clarity (Business Identity Therapy)
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