There have been times when a client said to me “I really need to make a sale.” Or “I really need to find new clients.” You know what? There have been plenty of times that I’ve thought this too.
Well, here’s the thing – Nobody will ever buy from you because YOU are desperate. They will buy from you because THEY are desperate.
It doesn’t matter if you really need a sale to pay your rent or buy food. They will only buy from you if THEY have a desperate need to solve a problem or fill a void a want or a need.
Sales is about them. It’s about their wants, needs and desires.
During a sales conversation it’s vital that you shut down the chatter going on in your own mind and focus your attention exclusively on your prospect. They need to understand what staying in the place that they are in now is doing to them. They need to understand the impact that your product or service has the potential to have. They need to be desperate to leave where they are and fairly certain that engaging with you will get them where they want to be.
How badly YOU need the sale is simply not relevant. It’s how badly they need to have whatever you are selling.
And here’s another thing. The more important it is for you to close the sale the more important it is for you to consciously shut it down. So before you get involved in a sales conversation, do whatever it takes for you to support your prospect over yourself. Help them get what they need so that you can get what you need.
I’d love to know your thoughts on this topic. Share them in the comments section below.
One of my friends earned her way through University by being a waitress. She said one of the best things her mother ever told her was, “Nobody cares about you, Dear,” – meaning she should focus on the people she was serving. She did, and says it was one of her best learning experiences. She learned to be engaging and friendly to the customers, and always made more tips than anyone else. The money certainly helped her get a formal education, but the lesson in focussing on customers was even more valuable.