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Selling is the last thing you
should do when trying to grow
your business! Don’t think that
makes sense? Find out what I
mean and, more importantly,
what to do to really grow and
succeed.
When we think of selling we
think of persuading, convincing,
cajoling. We think of the slick
salesmanwho tries to talk us into
something we probably don’t
need or want. That’s why I say,
‘don’t sell.’ Selling is
not about
convincing someone
they need
what you have to offer.
It IS about matching your
product or service to their
need.
And until you know what
they need, you can’t get them to
buy. Consider these 3 steps for
growing your business.
Understand Value
You have to understand how your product or service
is valuable to your clients. And it’s value as they see it,
not as you define it. If you are unsure, ask them. When
you understand how your product is valuable to your
client you are closer to knowing who needs it.
Ask questions
Selling is more about asking questions and listening to
the answers than it is about explaining your product.
You want to discover as much as you can about the
prospect and their needs. This is your chance to learn
about them. You’ll have time later to tell them about
you. This is where most people falter. They go into the
sales meeting with their charts, PowerPoints, benefits,
and features all ready to go. And the minute they get
a chance to talk, they are off to the races. Guess what?
The prospect isn’t listening. And you aren’t learning.
Connect the dots
Now that you know what they need, tell them only the
relevant aspects of your product or service. Connect
your solution to their problem. That is what they will
listen to; what they will hear.
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Don’t Sell To Grow
Your Business
By Diane Helbig
SOAR TO SUCCESS
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F
ebruary
2016
issue
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Business Acceleration Strategies