Soar to Success January 2019

SOAR TO SUCCESS / January 2019 / Business Acceleration Strategies Asabusinessowner, itcanbeveryhardtosell.Trying to sell it is like asking, “Isn’t my baby beautiful?” You run the risk that others will say “no.” As the salesperson and the business owner, it’s like being the mom who wants everyone to say their baby is beautiful but runs the risk that they’ll say it’s ugly. Your ego is riding on the answer. You are approaching the situation from an emotional standpoint. You are very invested in the outcome. The truth is it’s not about whether your product or service is the greatest thing since sliced bread. It’s whether your product or service helps them solve a problem; whether they see value in it. When you shift your focus to the prospect and NOT your product or service, you can look at the situation more objectively. It’s easy to be unemotional when you are focused on the prospect and their needs. And this is really what sales is all about. If they don’t want to buy your product or service, it’s not a judgement or a personal statement. They just don’t need it. By Diane Helbig Assuring the Value of Your Product or Service