As a salesman / woman your main task is to bring cash, money, gold, profits in short business to your company.
So how does that make your potential (or for that matter existing customers) customer look at you?
They see you as a cost!
That’s some hill to climb and that is what we do all day long without really thinking about this, ignoring it or just being plain oblivious of this fact.
So hopefully you have picked up some pointers in this blog and read tons of books on how to be the most succesful salesperson you can be.
The customer is interested in knowing what you have to offer and that opens the door for you to give them something for their hard-earned money. If your really good at selling (giving) the customer in the end will feel like money don’t matter and a yes / signed contract is the only way to go forward. So you will hopefully make them money by giving them the chance to cooperate in business with you.
Ex you sell consulting hours. the consultants are highly trained and the customer will make millions on the consultants work once finished. The hours they pay for however will cost them as little as 10-15% of the potential earnings a couple of 100k that’s a lot to shell out (cost). Providing this service should be easy as one two three since the customer will make a whooping profit, in other words they will be given more than they pay for. The seller in this case should focus on skill, smoothness, consistency, timely delivery and achieving said profit in a nice package.
So think about what you can give the customer this is if not unique selling points USP at least they are the main points to push for in your presentation.
Can you give things/services away for free?
Sure but then it’s because you get something else than money back.
Personal satisfaction / personal development / Its fun as ….
If you give your product away with freebies with little value, then ok but when it comes to cars, vacations, golf club membership etc then your on thin ice. this can of c be a strategy and it often works but it’s no fun at all when found out or discovered. So think about your company / brand and set out from the start if you want to bribe people to accept your service /product and if you can live with the consequences that may come.
For the rest of us hard work and a lot of handshaking is in the cards.
Want to support your local community?
Give away some of your time to lecture / speak / inspire kids and students in and about sales since that is one of the few remaining careers where you can “be a geek from the street” and still make it and become a star or at least make a respectable income.”zero to hero” springs to mind as a good saying in this field to. This will help some in that classroom to look more hopeful on their future and that can only be good!
Well lets close the deal.
Give more than you take and business will be better than ever!
Patrik Olson Consulting 