The thought occurred to me, we could forget everything about product details and selling skills in general if we remember to go into each sale asking our self-two questions.
- How can I help his person?
- How can I help this person solve a problem?
There are two problems in every sales situation. My problem is I want to make a sale. My prospect has a problem that he or she may not even realize they have.
My success in solving my problem is in direct relationship to me solving my prospect’s problem.
When I focus on solving my prospect’s problem, I am a professional and my prospect knows it. I have my prospect’s confidence.
Years ago, I used to meet a couple of friends for a beer. One of the guys, Bill sold mutual funds and life insurance. Bill was trying to recruit one of the guys into the business. The guy was an auditor and a real introvert. This guy couldn’t lead a group in silent prayer.
The auditor said, I could never sell anything. The conversation went something like this:
Bill: “Forget sell. Could you show people how to balance their budget?”
Bill: “If they don’t have enough life insurance, could you suggest they buy more?”
Auditor: “Yes, I could do that.”
Bill: “Then if there’s money left over, could you suggest they purchase mutual funds?”
I ended up moving and losing track of them but last I heard the auditor was making more money part-time helping clients solve their problems with life insurance and mutual funds than he was making as an auditor.
That was an Ah-ha experience for me. When you have the attitude of problem solver, your perspective changes totally.
Remember to ask yourself on every interview, “How I can help this person solve a problem?”
Contact me: [email protected] or 704-568-9649 Ext 7780