Everyone has a goal or two. There are things in their businesses and their lives that they want to achieve, solve, or master. In order to be a successful salesperson, you should think about and understand all of those goals. Let’s take a look.
Prospects
Their goal is getting a problem solved. That’s pretty vague. The truth is you don’t know what problem, or whether it’s something you can solve. Don’t assume that because they look like some of your clients, they have the same needs. That assumption will probably lead to disappointment.
In order to win the sale, you have to first learn what their goal is. That requires a discovery conversation or two. You don’t want to jump in with a solution until you know what’s really going on. You may find that they don’t have a need or desire for your product or service. In that case, you may be able to refer them to someone who can help them. That action will increase your value to the prospect. If in the future they need your offering, they are more likely to reach out to you.
You may find that they do have a need or desire for your product or service. Now you can accurately have a conversation with them about how you can help them. Taking the time to understand their goal is the first step in your journey toward winning sales.
Referral Partners
Their goals are gaining business and resources. In order to help them achieve those goals you have to really get to know them and allow them to get to know you. The only way you’ll be able to refer business their way is once you know how they work, what a good prospect looks like, and you trust them. That all takes time.
Likewise, being a great resource for them when they are out building business relationships takes time. They have to get to know you and how you work. They need to have a better understanding of what a good prospect looks like for you. And they have to trust you. You’ll win more sales when you are giving quality referrals to companies you trust.
Employees
If you have employees, it’s imperative that you know what their goals are. For most it’s financial security and a sense of purpose. People want to know they are contributing to something meaningful. And they want to know that they are being compensated fairly and consistently. If either of those factors aren’t true, they won’t be able to give 100%. And your sales will suffer.
Your employees are the engine of your company. They can help you be wildly successful or wildly unsuccessful. Making sure you understand each employee, and what their goals are, can be instrumental in you making sure they can realize those goals through their work in your company.
To win sales and meet your own goals, first focus on helping others meet theirs. It’s the best way to ensure you are providing value and therefore are relevant to all constituencies. The business follows.
©2019 Seize This Day
