How to approach selling so it benefits the customer
I’ve often found the whole sales process to be highly uncomfortable. Perhaps it’s because selling is generally treated with suspicion. But it doesn’t have to be that way.
If you focus your efforts on assisting your customer to ‘make a purchase’ rather than focusing on ‘making a sale’ it changes the dynamic completely.
No one wants to be sold to, but everybody loves to buy.
Here’s a 4-step process:
- Understand your customer specific needs and identify the specific problem they’re trying to solve
- Decide whether or not your product or service solves their specific problem
- If the answer to Point 2 is “yes” then politely offer your product as a solution (without expecting them to purchase it)
- If the answer to Point 2 is “no” then refer them to someone else who you believe will be able to help them