Has Selling Really Changed?
I read and hear a lot about the new way of selling. Frankly, it has been a source of irritation for me. So, I decided to take a closer look for myself .
First, let me explain my frustration. I believe if a person has a proper motive in approaching their sales process, this takes care of a multitude of issues that arise from a selfish, improper agenda. Are you honest? Do you truly believe your product or service will serve your customer?
If you do, then people will respond according to their want or need of that product. It’s as simple as that.
The problem lies in the fact that there were dishonest and manipulative people two thousand years ago and they are still out there today. There was a time when merchants used dishonest scales to cheat people and medicine men claiming medical miracles out of the back of their wagon.
Unfortunately, these stories and one’s personal experience can cause skepticism about salespeople. I believe this is why many people, like me, are trying to find a fresh, new way to teach the art of selling.
After some consideration, there is one huge difference in the sales process today compared to ten or fifteen years ago. Your prospects and customers have an advantage. Information.
The salesperson of yesterday had the advantage of holding all the cards. The prospects found themselves at the mercy of the salesperson that had all the information. The prospect had to trust he was dealing with an honest person.
Today, the internet has given the public access to volumes of information and is more informed than ever. For example, you can know the dealer price of a new car before you walk on the lot. This gives the customer much more control in the buying process.
Here are a few tips to consider when dealing with the skeptical prospect:
- Take the time required to build trust and rapport. Don’t rush this step. Be prepared to provide testimonials of satisfied customers.
- Listen closely to what the prospect is saying about their needs and past experiences. They will help you sell them if you are paying attention.
- Be clear on your USP. Unique Selling Proposition. What sets you apart from your competition?
- Keep your promises. In other words, do what you say you will do.
- Respect your customer’s time.
- Under promise and over deliver.
People haven’t changed, but selling has. The Golden Rule still applies.
Have a great week!
Pierce
