Do you show up to give or get?
To be truly great at selling is to see it as more than a transaction.
It’s a calling.
Think that’s a bit rich? Well I can only speak from my own truth. I love it, and I’m sharing with you why I love it.
You see, when we think of salespeople, images of white shoes, gold chains and tight suits can come into view. And the association means there is the misconception that the good salespeople are those who can “get someone to buy something they otherwise wouldn’t have” because of the salesperson’s gift of the gab or powers of persuasion.
In fact, this association is so strong that it’s led to many sales roles actually not even having “sales” anywhere in their title: business development manager, account director, new business executive…You get the idea.
When we’re in sales, we have an opportunity to truly be of service. When we’re in alignment with that purpose, our customer wins and so do we. When we show up to give and not to just get, the paradigm shifts and your ability to be of service will be easy and effective.
Here are 3 lines of questioning to consider before meeting with your prospect or customer:
What does this person need to fix?
What is the size of this problem? If it remains the way it is, what will the future impact be? What is the measurable cost of this impact? How do they know? If they fixed this, what would that mean for them and for the business?
How can I best be of service?
Is this something I can help with or is it really someone else’s specialisation (eg. For me, it might be a cultural issue that a leadership specialist should look at first). Can I share a scenario with a client who had a similar problem to share their solution and process so there is a visible pathway? Is there something I can do to help them that will enable them to be best placed to be supported by my solution?
How can we partner together to fix this?
What does “fixed” look like? What are the steps along the way? What is my role? What is theirs? How can I lighten this person’s load not just through my service but by the way I work with them to deliver it?
Because to truly love this profession, means to approach every prospect and customer conversation with the humility of service. It gets to the heart of the issue faster, your solution and the way you deliver it will be more effective and impactful and the relationship will be unbreakable.
And you can’t fake it.