Do you wake up and think, “What can I accomplish today?” What if that’s a fallacy? Most salespeople in the world think it is their job to convince buyers to pull the trigger, make the choice, and part with their money for a product. Is that REALLY your job?
I used to think just that way. Of course, I learned the power of understanding advertisers, empathizing with their situation, and their unique challenges. The more I saw this clearly, the more I developed an appreciation for the value of relationships.
What if the secret to sales was the need for the collective?
This empathy and appreciation, the research I would do, and the relationships I would develop could only turn into service for them.
I became their best advocate.
But I wasn’t alone.
If you are in sales, you are not alone.
The lonely struggle because they work as if they are an island.
When you go to the doctor, you understand that they practice.
So should you.
When you go to work, you work with others. You work for a company. You interact with other people. It’s the same when you go on a sales call. You see others.
But really work to see everyone individually.
Others IS the collective.
To become exceptional at sales, know that your job isn’t to get them to pull a trigger or make a choice or even part with their money for a product or service. Your job – your practice – is to understand everyone you come in contact with so you can recognize how they make decisions.
I know; it sounds impossible. It isn’t.
It takes shifting your focus.
Understand what causes them to make decisions and build your narrative around getting to that point in time.
Sales is also about the experience of the buyer.
Most salespeople forget that. For sellers, they are too often only looking for the yes.
Understanding them more leads you through the right questions.
Understanding leads to deeper relationships.
What do they want?
What do they need?
What do they expect?
How can you really help them?
Think about the collective. The people you work with. Your family. Prospects. Clients. Constant learning about how different people are, what motivates them, and how they are led to decisions.
Each person you come in contact with can help you.
Let them. That is the power of the collective.
It’s never about you.
If you are a seller, your job is to work on enhancing those experiences you have with everyone. It sharpens your senses. It helps you more clearly and more quickly see what people need.
And give it to them.
They’ll buy.
Watch other sellers, too.
Read everything you can get your hands on related to serving others, selling intangible products and services, negotiation, and body language.
Practice how you say things to prospects and watch how they receive your communications.
Finally, no one does anything great alone. Ah, back to the collective. Learn how to help others around you and to collaborate with them on becoming a better servant to your clients.
