Thursday, 15 October 2015

Do You Believe?

I recently read a list of top sales tips, one of which was “It is not what you say, but what the customer believes”. The premise being that however good your presentation may be, if the prospect or customer does not believe in what you are saying then you have no chance. The solution therefore being to make absolutely sure you are asking the right questions, becoming fully engaged with the client so that you truly understand their needs and can align your proposition and solution accordingly.

This is of course unquestionably correct, but there is one stage before this! The first question (and you make think it is too obvious to even ask) is do you believe?

I regret that too often I am shocked to find salespeople that have relatively little belief in what they are selling – they just go through the motions and on too many occasions would not buy their own product or service. This does not mean that we have to blindly think that what we are selling is the greatest thing since sliced bread, but rather that we have a core belief that what we are doing can have a positive impact with regard to helping our clients achieve their objectives.

If you don’t believe, work out why and do something about it!

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