Here’s the secret to selling more. It’s simple and profound. It’s this….STOP SELLING!
What I mean is ‘help people to buy’. It is a shift that focuses on the customer, it is about them, it is about demand NOT supply. It is about being of service and helping your customer to find the solution they seek instead of here is what I have to sell you. This takes all the pressure off the customer, it takes all the pressure off the salesperson, and it builds trust.
In B2B this is like the subtle but profound shift from networking to building connection. One is superficial where you the salesperson flog who you are and what you sell with very little interest in others. Instead, building a connection means you focus on the other person, who they are, what’s important to them, what do they need to be able to move forward, to grow and prosper.
It’s is focusing on the other person, giving and serving, putting self interest completely aside. If you have something that genuinely fills their need, then fair exchange of value can take place.