Sometimes, your customers shouldn’t buy from you. We don’t often think about that as sales professionals, but we should. Sometimes, their objections are correct.
In today’s episode, we discuss why you should empathize with your customers and put yourself in their shoes. The more empathetic we are, the more likely we are to persuade them to purchase our product or service. We’ll build credibility.
Recently, for example, I generated a Facebook podcast that asked people about the biggest problem they have with sellers. The most frequent response was that people didn’t like how pushy salespeople were.
We aren’t all pushy, of course, but we have to deal with that public perception. Obviously, we want to make money, but we can’t allow that to be our push.
Your job as a sales professional is to persuade people to buy your product or service. We often focus on making money instead of adding value.[Tweet “Our goal as sales professionals should be to find solutions to challenges rather than pushing a sale for our own gain.” #SalesSolutions]
In this episode:
- Hear how customers work to disqualify you and your products and services.
- Learn the questions you can ask to understand the competition and identify with the customer.
- Understand the role your commission does or more realistically doesn’t, play in the sale.
When you empathize with your customers and establish credibility, your customer will be more likely to recognize you as the solution to her problems.
Establish what sets you apart from the competition. Identify the ways your prospect is seeking to disqualify you as an option. You’ll be better prepared to create content that is molded to your customer.
If you or your team could benefit from learning to build value with your prospects, the April semester of The Sales Associate Hustler’s League is a group coaching program designed to help sales professionals, entrepreneurs, and sellers of all levels.
Each week’s training addresses concepts or training relevant to the theme of the training. For the month of April, it’s building value. Visit thesalesevangelist.com/hustlers.