Comprehension step one: Listen Well
The best way to sell? Don’t. Shift your mindset. You’re not a salesperson, you’re a problem solver. And if you want to solve problems, you’ll have to listen and learn what they are. The best way to “sell” something is to fully understand a client’s pain points and hone in on HOW you can help solve their problem.
Watch, Listen, and Learn
If you’re looking to up your sales game. Start by finding someone in your field (either at your company or somewhere else) who you admire, who has great numbers and a flawless sales technique. Use them as a model. Or maybe a mentor. Start observing what they do (read their blog, devour their books, attend their speaking events, or buy their courses) and seeing how that can apply to your life. Break their process into bite-sized chunks that are accessible and applicable to you. Adjust this along the way and step up your game with each new client.
Understand Client Pain Points
Ask Questions. Listen carefully to the answers. Ask more questions to follow up and clarify anything you’re unsure about. Make the conversation about THEM, not you.
You must:
hear what your customer needs
understand what causes them pain
empathize with what makes them frustrated
discern what gobbles up their time and keeps them from people they love
Then start asking, “How can I help?” If you’ve listened properly and asked appropriate follow-up questions, you may already know the answer. And once you find it, you’ll hear relief in your client’s voice when they talk to you.
Commit to a Slow Sales Conversion
Sell with integrity, not urgency.
You’re looking to help others, solve problems and bring joy to your customer’s lives. This cannot and should not be rushed, but pursued diligently with integrity.
Recently, I went out on a “sales call”. Except, I didn’t mention sales at all. Not once. I called a client’s office in the morning and asked if I could bring lunch later on and ask some questions.
I found out their favorite lunch spot, got their regular order and showed up with something to satisfy an immediate need -- midday hunger. Then, I asked some questions...and listened. I kept listening, asking follow-up questions. I found out what he’s been frustrated with over the past year. And I didn’t end the lunch with any commitment or strings attached. Honestly I don’t plan on “selling” to that client for another month or so.
I’m working on our relationship, not a quick sale.
I’ve committed to a slow sell in order to truly comprehend their needs. And in the long run, that will be a better relationship for both of us.
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