When it comes to selling, it’s important to remember that it isn’t about your end goal or your sales quota. It’s about others and how you can serve them. It is easy to become blinded by the potential income a sales role can provide. But often, that same driving force can lead to your demise. When you are winning, being in sales can feel great. When you are not winning, being in sales can feel not so great. Often, the biggest game-changer has to do with your motives. When you take your eyes off yourself, you begin to see how impactful and fulfilling being in sales can be.
Listen and Connect
Whether you are cold or warm calling, rather than leading with your pitch, take some time to listen and connect with the other person. Get to know their story, what they are all about, and find connection points so you can build some rapport on the front end. By doing so, you will probably experience the other person begin to be more open-minded to the product or service you are looking to share with them.
How does one connect with someone else? That is simple—ask more questions! Instead of oversharing, let them do most of the talking. Everyone’s favorite subject is themselves—whether or not they realize it. One of the best ways to win friends and influence people is by making the conversation about them. You would be surprised how many people will walk away with a positive impression of you, even if they don’t end up buying or using your service. Even if you don’t make a sale, you probably made a friend—which is still a win because often, friends refer other friends to new friends.
Fill a Need
Once you have asked enough questions to build rapport, you probably have identified a need, want, or desire that aligns with the product or service you have to offer. It is easier to help someone see the value you are offering when they have already expressed that they need or want what you are offering. Be genuine in your motive. When you are looking to add value to people, you’lll find that accomplishing that is a lot easier than hitting a sales quota.
“The rare individual who unselfishly tries to serve others has an enormous advantage.” –Dale Carnegie