Are You Ordering What They’re Serving?

By Carl Woolston

“Sales” has become an ugly word nowadays. Canned speeches have replaced the value that salespeople once offered.

Rather than finding out what people actually want, typical salespeople today just try to push what they sell.

Instead of being viewed as a valuable resource, these types of slick salespeople are the reason prospects leave feeling as if they need a shower.

It’s like eating at a restaurant with a fancy menu that offers just one entrée.

Then, instead of being given options, you’re told every reason why this is the best entrée for you. It boils down to “Take it or leave it.”

Successful salespeople understand that the sale isn’t about how good he or she is or even about the product.

They understand that prospects are more than just a possible sale. They are real people, with real concerns and real needs.

Salespeople that can fulfill a desire or offer a solution that meets a genuine need are the ones who will continue to flourish.

Ask yourself right now: What is a real need felt by one of your children, grandchildren or a friend? How about your spouse? How about a co-worker? Now ask yourself how you can fill this need.

Offering value through service is a fantastic way to view your prospects as you grow your business.

Don’t fall into the “take it or leave it” habit by ignoring prospects’ needs and trying to push your product at all costs.

Get in the habit of seeing the needs around you and offering relevant solutions.

Salespeople and businesses who can serve what the customer is craving to order will flourish in all environments.