It is a well-known fact that
people buy from people they know, like and trust. So if you have a desire to
increase your sales, then you need to stop sitting with your feet braced firmly
against the table, with a desperate look on your face trying to sell your
products or services. Instead you need to invest effort into fostering mutually
beneficial relationships with business partners. Your objective, when
developing these relationships, must be to about solving challenges for your
new partners, or rather providing them with solutions, which meet or exceed
their expectations. This can only be achieved if you are supplying products or services;
you completely believe in and trust yourself.
Learn the art of listening twice
as much as you speak and ensure that you completely understand the needs of
your partners. If any partnership is going to work, you must be certain that
your product or service can completely satisfy the needs of your new partner. When
you listen and completely understand their needs, you believe in your product
or service and trust that it is exactly what they need. You have the
ingredients you need to begin creating that mutually beneficial relationship,
which will ensure that any relationship will be sustainable.
Your main objective when you work
with any client has got to be one of building mutually beneficial relationships
and creating partnerships, which will be of value to both parties. To become
successful and to move “YOUR BUSINESS” to the next level, you must change your mind-set
around the relationship you need to foster with your clients or partners. When
I refer to “YOUR BUSINESS”, I do not care whether you own the business or you are
an employee at a business owned by someone else. Unless you look on the portion
of the business, where you are selling products or services as your own, you
will struggle to get your mind-set right, where you are able to build the mutually
beneficial relationships, you need with your clients and prospects.
You must believe 100 % in what
you are selling and see your products as solutions to partner challenges. If
you look on your products or services as a commodity, it will be impossible to
convince anyone you are committed to build a mutually beneficial relationship
and that your product or service is a solution to any need they may have. As
long as you allow the relationship to remain one where, you are the sales
person and they are the buyer of your product or service. They hold all the
power and you are a subservient junior partner in the relationship. The person,
who holds the purse strings, is in charge. You become merely an order taker,
who merely writes down the instructions of someone, who needs the commodity you
have to sell.
When you believe in the value proposition
of your product or service and you always have your clients’ or rather your new
partners, needs as the prime objective. Your partners will very quickly see
your pure intentions and will eagerly partner with you and your product and
service. The will start to buy from someone they know, like and trust and
someone they believe will add real value to their business. You can awaken your
own sales giant today, if you are willing to make the crucial shift away from
trying to sell a product or service, which you view as a commodity. Toward seeing
your products or services as a real value proposition, which when integrated
into your partners business, will solve their challenges and meet their needs.
As you build mutually beneficial sales
relationships with your new partners, there is an immediate shift in power. You
are no longer viewed as a junior partner and provider of a commodity, but an
important cog in the wheel of your new partners business. As you shift away
from the old school hard selling tactics and begin to use new age mutually
beneficial relationship building and sales influence as a selling strategy, you
will unlock your hidden sales super and you will become unstoppable.
Action
Idea: Take a close look at your
current sales strategies and answer these questions:
- Do you believe in the product or service you are selling?
- Would you want to buy what you have to sell?
- Do you really believe your product or service is a good value proposition for any client?
- Do you believe that your product or service is value for money?
- Are you just an employee, trying to get through the day, or are you involved in building your own business?
- Do you have the intimate knowledge of your market and partners business, necessary to become a partner and challenge solver in their business?
- Would you like and trust you, if you were the client?
Invest sufficient time to answer
the questions above and after conducting an honest audit of your current
selling strategy. Begin the process of improving all the areas in your business,
which may be below par, so that you can make the shift you need. Where you move
away from selling, towards building partnerships with people who know, like and
trust you and who see your product or service as a great value proposition.
As you develop a real belief in
what you have to sell, you completely understand your market and individual
partners needs within that market, you will no longer just be selling products
or services. You will be forming mutually beneficial relationships with
partners and solving any problems they may have. As you continue to grow into
this new modality, you are no longer selling; you are building connection and
fostering relationships with people, your products or services, help and
support.
As long as you really know your
markets and individual partner’s needs within those markets, you always have their
best interests at heart and you believe 100 % in what you have to sell, you
will succeed in growing your sales beyond even your wildest dreams.
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