Okay, so I lied!! Maybe.
If you read that headline above, then you’re probably expecting an article on selling. But this article has nothing whatsoever to do with selling.
But if you do what this article says, your customers will buy from you all day, everyday. And keep on coming back to buy again!
Selling implies getting someone to buy something they don’t really want.
Forget about selling. Forget about making sales.
Turn your thinking completely around from what you want to:
Helping your customers get what they want
If you truly want to help your customers get what they want, then you will be successful.
If you help people get what they want, you’re not really selling. You are getting people to buy. And people are happy to buy. Especially if they believe that you are helping them, to get exactly what they want and need.
I was speaking with a client last week. We were discussing putting on a real-time (instant) booking form onto his resort web site. He had spoken with web developers who offered him solutions. Now we were discussing my recommendations versus the competitors.
I said this: “I do believe that our solution is the best one for a variety of reasons. If I thought the other one was better then I’d say so.”
My client said: “Yep, I know you would.”
What a great client! And as modest as I am (Not!), our relationship has developed over a few years because we have always, always, always given him the absolute best solution possible.
Assess your customer’s needs and offer a solution
It’s why fully assessing your customers’ needs is so critical. Without a thorough analysis you aren’t really in a position to offer decent solutions.
Only when you know what your customer actually wants can you give it to them.
Zig Ziglar once said, “You can get anything you want in life by helping enough other people get what they want.”
Ask question after question after question after question, until you know exactly what the client wants and needs. Then offer a solution based on that. What could be easier?!
It sounds so incredibly simple, but very rarely happens.
- The last time I walked into a computer store, the salesperson tried to sell me the financing of the computer before he had even assessed what sort of computer I needed.
- The last time I bought a stereo, it wasn’t a question of what I needed. It was more a question of the salesperson blurting out all of the features of the closest stereo (or was it the stereo with the highest markup – I’m not too sure!).
- The last time I wandered into a mobile phone shop, it was more about separating me from my cash, rather than making me a happy customer.
To sell anything to anyone simply find out exactly what your customer wants and needs and then give it to them!