Selling it’s not about selling, it’s about offering the best solution first
I just got very inspired by an interview with Ramit Sethi. More specifically by one thing I will be paraphrasing:
“If the client doesn’t need our X product right now, we tell him not to buy it and we offer him the best alternative to his current problem, even if that means our free content.”
This happens in the context of his company selling products from a few dollars to $12.000/ product. I paused for a second and then I said to myself:
“Wait a minute. I heard this from various sales trainers and I successfully applied it myself with my best clients.”
What a sales person does, after all, is providing the possible customer with the best solution he is aware of, even if that means not making the sale.
What’s even better? If you do that, the person will return to you. If not, there are chances he will recommend you or at least mention you.
Very important aspects that are usually perceived upside down in business:
- Leadership, as having the power, when in fact is offering freedom to people.
- Sales, as making the sale no matter what, when in fact is offering the best advice and solution to the person you are talking to.
- Marketing, as interrupting people, when in fact is about creating an emotional connection with people.
And there’s a lot more. I have a sense that some people perceive offering value in business as something very vague and theoretical. Maybe because I did that to. What actually means to give value?
Value is what your clients perceive. You offer value by selling your product or service.
Also by:
- how you create it
- how you differentiate
- how you constantly over-deliver the same experience, systematically (through the product or service) to your client
Just playing around is not enough.
What options you have?
- More clients wanting to buy from you
- Clients buying repeatedly from you
- Clients making bigger purchases from you
The priority must be the client’s interest and not the actual sale. The client must be the first to win, while you take all the risk and lead him with integrity.
Ever bought fruits or food from a public open space, a stand? What happens there? You get a sample for free. What happens with lead magnets on the internet? Exactly the same.
How to do that specifically?
- Do the best, even if it’s not in your short time advantage
- Support the client more than you support your beliefs and goals
The first step to do better is know better. If we are aware of things, we start to do them differently. Maybe by hearing them once, twice, ten times, but change will happen. If we understand and see our resistance, we will overcome it. If we see how every person who wants to be an entrepreneurs doesn’t gets it easily, how our struggles are not more important or far different then others, how there are lots more things lifting us up, connecting us then putting us down, change will happen. Get clear on who you are, how you see things, why you see them that way and how are they helping you. There is always a better way.
Do you have any questions?
Write a comment bellow. Let’s start a dialogue.
