Welcome to day 4 of the Uncommon Sense for People who Sell video series! Today, find out what “Sales people should stop doing once and for all!”
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TRANSCRIPT
Let me ask you? Do you have a bad case of the “shoulds?”
You know what I mean … where you’re constantly thinking or even saying out loud… something like
“Customers should be willing to pay more for our premium service.”
“They should value our creativity.”
“They should give us more time to ask our fantastic sales questions.”
I see Sellers piling the “should” on their prospects and clients daily. And this mindset is costing you in terms of time, money and new opportunity.
If I fail to see the value in your pricey offering …that suggests one of two things …
It’s either not valuable to me, or you failed to position that tremendous service in terms of what is important to me. In other words you “should” do a better job of positioning you in context of me.
And maybe you “should” do a better job of giving me a valid reason to spend my precious time answering YOUR questions. Or more importantly perhaps you “should” ask better questions… questions that serve me and not just you.
You get where I’m going… as professional sellers we have to get out of our own heads, stop deciding what our clients “should” do, how they “should” think or what they “should” deem important.
Want help making the shift? Here’s where to find us.
www.salesSHIFT.ca
results@salesSHIFT.ca
