September 17

You don’t need to sell if your clients want to buy…

Hey guys,

I guess that at some time we have all endured the unpleasant experience of an old-time sales pitch from a heavy handed ‘closer’.

This is the person who just won’t take no for an answer. In fact, they’re so insensitive, it’s doubtful they would hear you even if you told them his pants had fallen down! Yes, I think we have all met them at some time.

Trust is rarely developed by salespersons who are only interested in securing their commission by any means. Nobody likes to be pushed into a corner, and trying to ‘close’ is surely the quickest way to destroy the rapport that can exist in a relationship.

There is a better way, and it is founded on the idea of becoming a consultant rather than a salesperson. A consultant tries to understand by asking the right questions, rather than trying to persuade a client to buy whatever it is you are offering. The 90’s way to close a sale is to have your client ask you to help solve their problem.

A consultant doesn’t presume to have all the answers, but tries to identify any problems that may exist, and then offer possible solutions.

It’s all about building successful relationships.

Live with passion,

Brett Alegre-Wood


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