Being in direct sales for many years now I’ve seen many people come into this field with the wrong philosophy.
They tend to think that because they have “the gift of gab“, they can sell anything to anyone. This happens all too often because the focus is on themselves rather than the needs of their prospect.
Unfortunately, they fail because they talk too much and they end up talking the prospect right out of the sale.
Here is what I have found- The best salespeople are the best listeners.
It’s important to find out what your prospect’s pain points are and then come up with a solution. What you’re selling isn’t a product. It is a solution. You must learn to develop a rapport with your prospect rather than just pitching them. People don’t want to be sold. They want to be helped. In order to develop a rapport, you must get people to LIKE you. The way you do that is to be sincere, genuine and positive. Most importantly, don’t make it about you, always make it about them. Learn to get your prospects to talk about themselves. Ask questions and then just simply listen. Show a genuine interest in what they are talking about. Always approach them on their level. Learn to connect with them.
The keyword when it comes to successful selling is HELP.
If you change your philosophy from selling to helping, you will start having consistent success. Let’s break this word down… H onest E mpathetic L isten P roblem solver
There are far too many shady sales people that have given the sales profession a bad name. If you want to be successful long-term, you have to sell with integrity. Rise up and dare to be different. Always be honest. Your reputation and your character are important.
Having empathy is very important. Learn to care about your prospects. Listen to their pain points and show concern. Most importantly, offer them a solution that is going to help them. Quit over selling and start listening to your prospects. The only way you are going to be able to come up with a solution for them is to find out exactly what their needs are. Listen and then help. Become a problem solver rather than a typical sales person. The typical sales person doesn’t listen and they just keep pitching.
A problem solver is looking to find the best solution for the prospect’s problems.
The amazing thing is that you will find that these philosophies will help you in your own personal relationships. It’s all about communication.
Make a commitment this week to stop selling and start listening. You will find that your responses will be much more positive and you will sell more!
Happy Selling,
David
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