Resist the Urge to Sell

Do you like being “sold” something? I don’t. Please don’t try and “sell” me anything. It makes me uncomfortable. It creates mistrust. It makes me think that my needs are not at the center of our exchange. It makes me think that the focus is simply on closing the deal. In the end, “selling” me will not create a long-term relationship between us.

Here’s a more effective strategy: Be helpful. Make it easy for me to find you. Make it easy for me to reach you. Be ready to respond when I do. Allow me to dictate our communication. Know your product or service. Know how it compares to your competition. Answer my questions patiently. Be open and honest (even if it means losing a sale). Above all, place my needs as your highest priority, not your sales quota.

It’s hard for some to grasp, but losing the focus on making the sale actually increases the likelihood that I’ll buy, and I don’t think I’m alone.

How about you?

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s