You are smart. Really really smart. You have a blog. You have an account on LinkedIN, Facebook, and Twitter. You have an awesome phone. You have tickets to the game and the busiest schedule with more to do than anyone else you know.
Guess what? It ain’t about you.
In the business of sales, it’s never about you. It’s about your customers, your prospects, your network of contacts. THAT’S WHAT IT’S ABOUT.
Believe me, the customer really doesn’t care about your achievements and how awesome you are, what contest you won, and how big and comfortable your car is. They only care about themselves and their business.
Talk to the customer about their needs, their goals, their desires and you’ll give yourself a fair shot at a sale.
So, when you plan for that next sales call or attend the next client meeting start thinking about how you can talk to them about their world.
Putting it in Action:
1 – Ask about their business (sales, profits, challenges, successes)
2 – Ask about top priorities of the company (management, the division, sales goals)
3 – Ask about any new initiatives or hot buttons
4 – Ask about where they want to be at the end of the month, the end of the quarter and how they see themselves getting there.
5 – Ask about where they think they need help (regardless of if it’s in your area of expertise).
Then, help close the gaps on these things. Suggest vendors, friends, clients, and anyone else in your network that may be able to help with any of their concerns. Do this EVEN IF it means you aren’t getting that business right now.
The more you know about their business goals, the more leverage you give yourself to sell specific solutions that impact the company’s efforts. Remember, IT’S NOT ABOUT YOU.
About Justin McCullough
Justin McCullough is mentor, marketer and leader with more than 10 years of selling experience from startups to large corporations. Justin’s experience ranges from advertising agencies to newspapers and web development firms to book publishers. You can find out more about Justin at www.justinmccullough.com or www.leader4hire.net .
(Image by Tim Parkinson)