MYTH: Take care of your customers and they will take care of you.
TRUTH: Take care of your customers and your career will take care of you.
“Thoughts always precede actions.”
It’s all about intent. Why are you doing what you’re doing? Remember, the “H” in P.L.U.S.H. Selling stands for “Help”.
When we do something for someone expecting them to do something for us, that‘s not helping; it’s investing. Sometimes investments pay off and sometimes they don’t.
Your choice of words, the intonation in your voice and your body language will change when you are expecting a payoff. The customer will sense it.
Instead, concentrate on what’s best for the customer. Stress benefits, not features. Be open to their objections, don’t fight them. Acknowledge that your competitors have some valid aspects to their products and services. Then, be prepared to show why your offering will benefit the customer more. If the competition is actually superior, as rarely happens, be honest with your customer. You can lose a sale and build credibility at the same time.
Zig Ziglar was fond of saying, “You can have anything you want if you help enough other people have what they want.” Too many salespeople think this means if they help each customer, each customer will buy from them. They need to read the quote again.
Taking care of customers, even when they do not buy, is the best way for you to have the sales career you want.
“The single, most important function of sales is to teach.” – Chuckism #12
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