If you want to get to the top of the sales profession, you have to learn to focus on helping others and stop focusing on “selling.” Trying to sell comes off as just that, and no one likes to be “sold.” But when legitimately, openly, and sincerely interested in helping people, you will gain their undivided attention and, eventually have access to their check book.
Zig Ziglar was a famous sales trainer who began his career selling pots and pans. He is now a well-recognized industry icon. Zig once reminded us that:
“You will get everything in life you want if you first try to help others get what they want.”
Look at it from a different angle. Make it your business to make other people successful. That’s your new mission in life…to make your prospects, clients (and associates), successful. If your product or service can help make others successful, then you will soon be doing your happy dance.
Bottom line: Change your focus from “you” to “them.” Focus on trying to help people succeed. Use what you know and who you know to help others.
Your Prospect Is Not Your Adversary
As bizarre as this sounds, a “me-against-you” mentality is a common practice among salespeople. This is a misdirected competitive spirit that pits the salesperson against the prospect. Sales should not, and cannot play out this way.
Prospects only become customers when treated properly. Customers pay your bills and are responsible for feeding your families. No customers, no business. So here’s an idea: Let’s bad mouth our customers and show them what a lousy attitude looks and sounds like every opportunity that presents itself. I’ll say it for you: This makes no sense, whatsoever.
Let’s get something clear. Prospects, having passed the suspect stage, are good things. Talk to them as if they are good things. Treat them with respect as if they are good things. Behave in public as if they are good things. THEY ARE GOOD THINGS.
Mike Marchev has plenty of stories, strategies and tactics to keep you on top of your game.
Mike will be conducting his 5th annual Travel Sales & Marketing Business Development Cruise, sailing the Freedom of The Seas from Ft. Lauderdale. Email him at mike@mikemarchev.com for complete details. Five cabins are still available.
Mike’s daily column is made possible by AmaWaterways.
