Are You Making This Simple (But Costly) Mistake When Speaking With Potential Clients?
One of the most important aspects to sales is positioning.
While you may think how you position your products is really important (and it is) knowing how to position yourself is more important.
A lot of people on this forum have the mindset that when they're talking to a potential client they are selling. They are a salesperson.
Guess what? You do this, and you're dead in the water. Do you know how many "salespeople" walk in or call a brick and mortar on a monthly basis? It's a lot more than you can possibly imagine.
Business owners unless they happen to be thinking about needing the products or services these salespeople are offering will very rarely buy. The times an owner will say yes compared to a salesperson are miniscule compared to how many times an owner says no.
So how should you position yourself?
A lot of people, including myself, have touched on the fact you should position yourself as not a salesperson, but a problem solver to that owner's specific problems and more importantly, their pain points.
However, there's a deeper level angle that I have used with success. I am not a "salesperson" I am a fellow business owner who specializes in specific problems and pain points unique to their business.
Chew on it for a while.
While you may think how you position your products is really important (and it is) knowing how to position yourself is more important.
A lot of people on this forum have the mindset that when they're talking to a potential client they are selling. They are a salesperson.
Guess what? You do this, and you're dead in the water. Do you know how many "salespeople" walk in or call a brick and mortar on a monthly basis? It's a lot more than you can possibly imagine.
Business owners unless they happen to be thinking about needing the products or services these salespeople are offering will very rarely buy. The times an owner will say yes compared to a salesperson are miniscule compared to how many times an owner says no.
So how should you position yourself?
A lot of people, including myself, have touched on the fact you should position yourself as not a salesperson, but a problem solver to that owner's specific problems and more importantly, their pain points.
However, there's a deeper level angle that I have used with success. I am not a "salesperson" I am a fellow business owner who specializes in specific problems and pain points unique to their business.
Chew on it for a while.