Don’t Sell, Help
Don‘t be just a salesperson who is trying to
persuade prospects to buy a product or service. Be a helper.
Always remember that the purpose of your business
is to help other people to
solve their problems
and to make their life more enjoyable. Yes, you are in business for you, but but
the main purpose of any business is to
If your solution cannot
make their life or business better, why should they do
business with you?
is not about your products, it is about whether they are right for your
prospects. People buy for their reasons, not yours. They don't care how great
you are until they see that you understand how great they are. They don't care
about your objectives and problems, they wish you help them solve their problem
or get something they will truly enjoy.
Partner with Your Prospects for
Position yourself as someone who cares a lot about the success
of your customers. Don't sell products, help your customers grow and
Empathize with your prospects in order to join them where they,
build a climate of
establish rapport. Do your best to find out what your prospects
what to achieve.
Look to help your business customers to improve
their results or discover new opportunities for growth. Exceed their
expectations by helping your customers to succeed in non-business areas as well.
This approach to
customer relationships is a key way to
retain your customers.
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What the Participants