I believe it’s obvious that a good sales person should always be working on sales technique, sales methodologies and (honest) tricks of the trade. But let me suggest something less about your craft and more about your purpose in sales.
Always focus on the good of the customer and trying to solve a customer problem. Remember, it’s not about you, it’s about them. So the more you know about your customer, for your customer, the more you increase your likeliness of sales success.
Spend time deepening the connections between your product/service to your customers needs/wants. The more you know about the customers industry and their needs/wants the more you become an insider, an ally, and a true value to them.
Here’s how you do it:
- Know the customer’s industry (strive to become an expert on that industry).
- Know how your products/services fit within the customer’s industry.
- Know more about your customer’s needs/wants and goals.
Then intelligently speak to that understanding and how your specific products/services speak to those specific needs/wants based on that customer within their industry.
Sales happen at this level with much higher close ratios, much better customer service with a longer customer value.
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)