The only way to be truly and consistently successful at selling is to adopt a serve mentality.
When you focus on how you are going to SELL then you are concentrating on your needs and desires. When you focus on how you can SERVE (show love to the customer) then you are concentrating on the customer’s needs and desires.
Now, if you are thinking I’ve turned into a love fest preacher, well I have and I am also a business woman and I need to balance all the serving and love with company goals, targets, KPI’s and managing people. Can you do both? Absolutely! It’s essential that you have them both and in balance. Continue reading →
No I’m not talking about my customers or even yours.
I’m talking about you and me.
I want you to take off your business hat and put on your customer hat and look at service through those eyes.
As buyers, we receive poor service all the time. We expect and accept shoddy service and broken promises as standard. We are amazed and surprised when we get the rare glimpse of terrific service. Continue reading →
No company owns a customer. At best you get to ‘caretake’ them until they no longer need you or a better offer comes along.
Most customers are like cats; they come when they need something, have little loyalty (and several ‘owners’) and are easily tempted away by a more tasty meal. They know you need them more than they need you and that there is always a better offer to be had somewhere else.
Now dogs on the other hand, they are so loyal it hurts. You can shout at a dog and it still looks at you as if you are the most magnificent and lovable thing in the world. They don’t eat anywhere else or have several ‘owners’, in fact they will bark to defend you and scare off any threat to your union.
Have you ever wondered why some sales are easy and others take ages or never convert?
Of course you have! It’s all down to desire or lack of it!
Grabbing attention and building desire is a fundamental part of the sales process.
Buyers buy when they see a direct link between a need, goal or problem they have and your product or service AND they will only buy from YOU if they feel confident that you are better than your competitors. Continue reading →
Product – It has to be good, proven and competitively priced (which does not necessarily mean the cheapest) and you need to know how to promote its value points
Passion – You have to love what you do and it has to show! No-one wants to buy from a misery. A buyer can only get as excited about your product or service as you are. There is no place for the apologetic or lacklustre approach Continue reading →
There is an element of fear in every sale for the buyer. You know what it is like; remember when you booked a holiday or bought a new laptop?
We ask ourselves…
Have I got the best deal?
Is this exactly what I need and want?
Will it last?
Is the quality assured?
Can I get it cheaper or better somewhere else?
Have I paid more than other people?
At some point we have all paid too much or bought the wrong thing. It is this memory that makes us apprehensive every time we buy. If we notice these little niggling doubts in ourselves, we can better understand the fear all buyers have.
I bought a printer recently and it made me realise a very interesting fact about marketing and buying. Over the years at various business events, meetings and sales pitches I have picked up hundreds of business cards, amongst which were cards from people that could have sold or sourced me a printer. So why didn’t I call them?Continue reading →
In this competitive market you have to keep one step ahead. Today’s buyer is faced with so much choice and variety it can become overwhelming. It is essential that the buyer quickly realises that you are the right choice and that your product or service is better than that of your competitor. Continue reading →