You know something? I love selling!
How slimy is that?!
Actually, it’s not slimy at all. Because selling has nothing to do with suckering someone into loosening their purse strings for you. It’s simply about promising a solution to a problem and then delivering on that promise.
“Selling” – so to speak – is easy if you see yourself as an adviser, not a salesperson. And while you won’t win them all, you can close more sales easily with this simple one-two punch:
1. Understand the Buyer’s Real Problem
Your buyer is talking to you because he has a problem that he needs fixed. If you asked him what that problem is, he’d probably describe a painful symptom of the problem. But if you can diagnose the root of his problem and offer a plan of action to solve it, you will easily win the sale.
2. Keep Tricks Up Your Sleeve
As you paint a clear picture of exactly how the process will work from the moment they sign on board with you through to after the delivery of the product or service, be sure to keep a couple of nuggets of expertise in your back pocket through the sales meeting. Then just as you’re wrapping things up, leave your buyer on a high note that resonates and ensure you seal the deal by delivering an extremely helpful piece of advice or an anecdote about previous success you had with a similar customer.