You all know I think sales trainer Mark Hunter's advice is great. I go back to it again and again, not only because it is extremely helpful, but also because it's concise and to the point. Sometimes all you need is a quick idea to get your brain going and working hard. Today's tip is one of those!
Although your buyer's first responsibility is in buying products or services, there is also a need for them to be knowledgeable of how the items/services you are selling contribute to their company.
Take time on every call to educate your buyer about one small piece of information that can help them better understand their business. When you do this, be sure to not do it in a tone that is condescending or arrogant. This will rile up their defenses and cause them to put up walls (which obviously defeats your goal of generating dialogue).
There are many benefits to helping your buyer gain knowledge. Not only will they learn more about the role your services and goods play, they also will see you as a person who is willing to help them personally raise their business skills.
Tips like these separate the average salespeople from the superior ones. Which camp do you want to be in?
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com