Written By: Greg Winteregg, CEO Matterhorn Business Development
What’s the Problem?
Isn’t it curious that you see an advertisement promoting a new business opportunity with the statement “No Selling Involved”? It makes about as much sense as trying to start a boat dealership in the middle of the Sahara Desert.
The truth is that no business can survive without something being sold. Even the ‘No selling involved’ ad is trying to sell someone on a business concept. So why is someone motivated to post this ad?
There’s only one reason: Many people don’t look favorably on the professional sales representative or the sales profession. We’ve all been approached by the sales rep that looks like they’re selling an attraction at the carnival” “Hurry, Hurry folks. Come see the only bearded lady in North America!”. You walk onto the car lot and you’re greeted with “Hey young fella, what’s it going to take to put you in that little beauty today!” No real difference between the two.
Change the Approach.
The customer is standing in front of the rep because they have a problem to solve. It is the JOB of the rep to HELP them solve their problem.
It’s amazing how simple this is and how decades of sales books, seminars, and online training have completely missed this critical point. Think about it. You have a problem you’re trying to solve every time you buy something. You want a coffee so you go to Starbucks. They help you solve a problem. You get the idea.
Forget all sales training and just:
- Care about the person in front of you
- Get that person to tell you about the problem they are having
- Understand the problem fully
- Tell them the solution
- Ask them for money for the solution
By retraining and focusing on a philosophy based on making clients happy, a sales staff can be equipped with the tools needed to make real headway with customers. This simple approach, backed with some proven techniques can help any rep cut through the noise and see results.