My name is Hank, and I am a salesperson. And so are my doctor, lawyer and accountant. In my book, selling is persuading people to take action that is in their own best interests.
If you are new to selling, ignore the common and sometimes justified perception that a salesperson will tell you anything to make the sale. Instead, follow these simple tips and you will succeed, as a byproduct of what you do for others.
“May I help you?” If a salesperson really means this, it’s a powerful phrase. I noticed that when I first got into business that the more I thought of the money I might make on a sale, the less likely I was to make the sale. Like a baseball player, it’s easy to miss the ball when your eye is on the wall in center field. Focus solely on being of benefit to your customer.
Another powerful phrase in selling, “I don’t know, but I’ll find out.” Let your customer see you write it down and come back with the answer. I noticed that when I followed that guidance, my customers' faith in me increased. And they learned they could count on me.
Early on in the insurance business, I was often in competition with other agents. When I told the client the downsides of a product, I nearly always got the business. The clients would frequently tell me, “The other guy didn’t tell me
this.” Presenting both the pros and cons of any product increased their faith in me and the likelihood that they chose to buy from me.
So, persuade your customers to take action that is in their best interests. Don’t be afraid to follow these suggestions, and you will be on your way. Just ask your doctor, lawyer and accountant.