‘Selling’ underpins the success of every business that has ever existed but the reality is there’s a tendency for people to think of ‘sales’ as a pushy or manipulative process.
Contrary to this belief, selling is actually quite simple at its core: it’s about solving problems for customers.
Every business is based on solving problems. Whether you’re selling a product, service, or skill, you’re offering something that people need or want.
And the more effectively you can solve their problems, the more successful your business will be.
But that doesn’t mean the process of selling comes naturally, so here are three tips for seeing sales in a different light and becoming a more effective problem solver…
Understand your customers’ needs.
The first step to solving a problem is to understand what the problem is.
In sales, this means taking the time to understand your customers’ needs and wants.
What are their pain points? What are their goals? Once you understand their needs, you can start to think about how your product or service can help them solve their problems.
Position your product or service as the solution
Once you understand your customers’ needs, you need to position your product or service as the solution.
This means highlighting the benefits of your product or service and explaining how it can help your customers achieve their goals.
It also involves being specific and using real-world examples in both your communication with individual customers and your overall marketing.
For example, instead of saying that your software is “user-friendly,” explain how it can help your customers save time and money.
Be a trusted advisor
The best salespeople are more than just order-takers. They’re trusted advisors who can help their customers make informed decisions.
To build trust, you need to be knowledgeable about your product or service and the industry as a whole. You also need to be honest and transparent with your customers, and occasionally that involves saying a product or service won’t suit them at this time.
When you’re able to position yourself as a trusted advisor, your customers will be more likely to buy from you and come back for more in the future.
Solving a problem on behalf of your customer
Becoming a problem-solver, rather than simply a salesperson, isn’t just about shifting your perspective. It also involves working proactively to understand your customer and their needs.
To do that:
- Ask questions
The more you know about your customer’s situation, the better equipped you’ll be to solve their problem. Ask open-ended questions and listen carefully to their answers. - Be empathetic
Try to see things from your customer’s perspective and understand their challenges. This will help you to develop more effective solutions. - Put the customer first
There are times and situations where your business and its services aren’t the right fit for your customer’s needs or the right solution to their problem and that’s OK. It’s in your interests and theirs to quickly recognise whether your business and its products or services are the right fit for someone at that time.
Sales is never about pushing products or services onto people. It’s about helping people solve their problems.
By focusing on the customer and their needs, you can become a more effective salesperson and build long-term relationships with your customers.
Discover More in Sales Doesn't Have to be Scary
Every business needs to “Sell” but Sales is a word and concept that often scares business owners and people. Sales doesn't have to be scary join Clive Enever to find out how and why.
