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 create customers. If your solution cannot make their life or business better, why should they do business with you?

Selling 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 Mutual Benefits

Position yourself as someone who cares a lot about the success of your customers. Don't sell products, help your customers grow and shine. Empathize with your prospects in order to join them where they, build a climate of trust, and 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 loving customer relationships is a key way to differentiate yourself and to retain your customers.

 

Value Mantra  >>  Examples 

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Konosuke Matsushita advice quotes

Don't sell customers goods that they are attracted to,

sell them goods that will benefit them.

Konosuke Matsushita

Panasonic

Michael Dell advice

Think strategically about your customers' businesses, and find ways to help them cut costs and increase profits Download PowerPoint presentation, pdf e-book, all the while improving how they can serve their customers.

Michael Dell

Dell Inc.

Peter Drucker advice

The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.

Peter Drucker