It’s not about selling, it’s about helping.
I always tell people I mentor to come from a position of helping.
My biggest sales strategy in life is when somebody contacts me or fills in a feedback form at an event to say they’re interested in finding out more about what I do, I say to them:
How can I help?
and then I shut up and I listen to what they tell me.
When they’re finished telling me what they need help with, if it is something I can help with I say to them:
Well I can definitely help you with that
I then proceed to give relevant client examples of people in the same or a similar sector where I have helped them get fantastic results. I will also point on testimonials on my website from clients that rave about the results I help them achieve.
My whole focus then in the “pre-sale”, “delivery of service” and “post-sale” is around helping the other person.
I worked with a Bank Manager once who would say as he left his office:
“I am off to see a prospect and do a pitch on a loan”
Once I got him to change this to the below statement his results changed because his thought process about the meeting and hence his attitude changed as well:
“I am off to see a local business to see how I can help them with their expansion plans”
Helping not selling not only makes a difference to your potential client or customer, but to you as well.
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