“You are not selling, the client is buying”, I think this is the one of the most important mindset a sales person shall have. Such an idea would change completely the way a person approaches a meeting and the selling process. This notion should change the attitude of sales people and how they approach every discussion especially those that are trying to push their product or services out in the market. This should change the email a sales person sends, what shall be included in this email, how a cold call or a meeting shall be conducted.
All of us in the sales function are part of a private company; this is not a charity business. Our role is the one that needs to bring revenues in the company, no doubt this is the objective. Nobody says that by the idea presented in the introduction, I suggest that a sales person needs to stop to what the client believes about the product. The approach is different, not the objective.
We are there to make this sales by not selling our product to clients but by convincing them that they need to buy them. We are there to show to a prospect client that by subscribing to our platform or buying the license, they will see a considerable positive change in their life, personal and/or business. The client needs to see in a very clear way the value the product or service will give them, understand our value proposition. The clients needs to envision that their new status quo will be much better after they buy our product.
Therefore, before you conduct your next meeting, I encourage you to think from the client’s point of view and see the world with their eyes.
Happy selling!