How many of
you started your business because you like to sell? Very few I’ll bet.
I’ve worked
with many business owners all of whom wear many hats. While they understand
their product or service, they struggle with sales. Few business owners
say they like selling, but the truth is EVERYONE is selling something.
Time and time
again I have witnessed, when S - E – L - L come up, people’s
throat goes dry as if someone just uttered a four letter word. Few
entrepreneurs and business owners say they like selling.
Why?
Because too often they have preconceived notions of sales. When they hear sales
they think of their own experiences with certain types of salespeople.
You know the ones – they are aggressive, intimidating, pushy, and loud. Most of
the time, they’re the last person you want to deal with.
I’m here to
tell you, that is NOT what successful sales is all about.
The key is
focusing on adding value.
Henry Ford
once said, “Wealth, like happiness, is never attained when sought after
directly. It comes as a by-product of providing a useful service.”
In other
words, when you focus on the value your product or service provides, people
respond.
When you add
value, people will perceive you as someone who cares about them, who is an
advisor for them. Wouldn’t you rather do business with someone who was focused
on making your life or business better?
I’d guess you have probably had an
experience like this… someone is trying to sell you something and all they talk
about is the product. What it does, how it works, how it was conceived, who is
using it, etc. What is left out: what it can do for you!
Selling a product (or service)
instead of providing a solution is a common cause of lost sales. Even
with the best product in the world, if you can’t show the value to the
potential customer, you are setting yourself up for failure.
One way to do
this is to educate – don’t sell. When people ask you about your business,
explain it, don’t try to sell them on your product or service. Emphasize the
benefits, not the features – what is the VALUE of your product/service.
If your focus
is on adding value you will resonate with people. Even if they have no need for
your product or service, chances are they know someone who does. You’ll find
business you weren’t even expecting!
How do you add
value to your customers or prospective customers? I’d love to hear from
you!
Marsue Sams
