If you think about those times you’ve had a good experience of someone selling you something I think you’ll find that they’ve shown great interest in who you are and what your challenges are. For me that’s the core of what sales really is about. Or even more so what good sales really is. It has very little to do with you (the sales person) and all to do with whom you’re meeting. To make good sales – over time – you have to actually care about the person and his or hers challenges, needs and problems. Why? Because when you address just that, that’s when you are adding actual true value. And that is what you, or anyone else too for that matter will remember. So the next time that person needs help or gets the question to recommend someone it will be you. All that just because you care.
“You never really know a man until you understand things from his point of view, until you climb into his skin and walk around in it.”
Lee, Harper. To Kill a Mockingbird.4 J.B. Lippincott & Co., 1960
Sales is about solving problems. Taking on actual challenges. And addressing real needs. So when people ask me why I love working with sales that is the answer. That I love to solve problems. Real problems.
Here’s todays task for you:
- If you’re going to help people solving their problems in different ways, you have to know what it’s like to be in that position for yourself. So now think about something you actually need help with. That you for some reason can’t solve by your self. And once you’ve done that – ask someone to help you.
It’s humbling. I know. I’ve done it. And I still do. And i still find it very hard sometimes. So therefore I keep doing it. If you want to give help, you have to be willing to receive help. To understand that fundamental rule is heartful sales.