It can be very tempting for sellers to compromise their core values in pursuit of sales and money.
On today’s episode of The Sales Evangelist, we’re discussing how to stay on the high road and still make plenty of money.
Determine core values
Your core values are the principles you live by. Think of them as your North Star, keeping you on the right path.
A father and son were navigating trails in the woods when the father told the son to keep his eyes on a fixed point to avoid getting lost. Instead of following his father’s directions, the son got distracted by a rabbit that ran across his trail. He followed the rabbit and couldn’t find his way back to the trail.
When we establish values that won’t change, it helps you navigate the tricky waters of trying to accomplish your goals without sacrificing your relationship with your prospects.
Be honest. Treat people the way they’d like to be treated.
Be respectful, ethical, patient, and give them what they want.
Keep long-term goals in mind
The book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen advises sellers to do what they say they’ll do.
If you schedule an appointment and then realize you can’t make it, let the prospect know and reschedule.
Otherwise, the prospect will assume that, if you couldn’t keep that commitment, how will you keep other, more important commitments?
Be straightforward with your prospects when you aren’t the best fit for them, and they will respect you and your honesty. They will look for ways to do business with you because you were honest.
Sometimes as sellers we focus on the short-term gain because we want to get the deal. When that happens, we may land a small deal for ourselves.
Very often, though, if we keep the long-term in mind, we may land a bigger deal with a prospect who refers us to other people because we provided value and we built trust.
The prospect doesn’t know you yet, and they don’t have an understanding of who you are. Create a good impression.
Episode resources
We’re big fans of the book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen by our friends at Wiley. The authors compiled research from customers that will help you become a leader instead of an order-taker. The information will help you bring value to your customers. Read an excerpt of the book here.
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