“I’m not a salesperson.” “I don’t want to be construed as a pushy salesperson.” “I don’t want to be classified with a person hawking their wares.”
These are three self-directed statements. If you want to rise to the top of the sales profession, you have to focus on helping others and stop focusing on “selling.”
Once it appears that you are trying to sell, it comes off as just that; and no one likes to be “sold.” When you’re legitimately, openly, and sincerely interested in helping people, you will gain their respect, attention and, eventually, access to their check book.
The once famous sales trainer Zig Ziglar began his career selling pots and pans once reminded us that:
“You will get everything you want in life if you first try to help others get what they want.”
Look at it from a slightly different angle. Make it your business to make other people successful. That’s your new mission in life. Make your clients more successful. If your service can help make others successful, you will soon be reaping benefits of your own.
Bottom line: Change your focus from “you” to “them.” Focus on trying to help other people succeed. Use what and whom you know for a single purpose… and that is to help others.
Your Prospect Is Not Your Enemy
Bizarre as this sounds, a “me against you” mentality is a common mindset among many salespeople. This is a misdirected competitive spirit that pits the salesperson against the prospect. Sales should not, and cannot, unfold this way.
Let’s think about this. (1) Prospects become customers when treated properly. (2) Customers pay our bills and are responsible for feeding our families. (3) No customers, no business.
So here’s a thought: Why not bad mouth your customers and show them what a lousy attitude looks and sounds like every chance you get. Delay returning phone calls and/or emails for as long as you can. After all, you are a very busy person. I’ll complete the thought: This makes no sense whatsoever.
Message: Let’s get something crystal clear. Prospects having passed through 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.
“If you don’t take care of your customers, somebody else will.”
– Unknown
Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club. Send for details.
mike@mikemarchev.com.
