Why you need to stop selling

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.