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.
Can you really think your way to success?
Stop being held back from success
Feel like success is never going to happen?
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Does fear hold you back?
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Know your outcome before you act
Make sure you own your own environment