You Haven’t Earned the Right to Sell to Me!by Kathleen Gage The Street Smarts Speaker and Author
How often do people try to sell us something before we have expressed an interest, have a desire, or are in the market for what they have? It seems the standard for many salespeople is to try to sell to anyone and everyone regardless of the interest level.
When someone attempts to sell us something before we have expressed an interest, the initial thought may be, “Why would I buy from you? You haven’t earned the right to sell to me!”
The fact of the matter is that selling, both online and off, is about determining if there is a need before ever attempting to match a buyer with a product or service. It is about providing enough information for the buyer to make the best decision based on their needs. And it is about gaining trust. The most successful sales professionals are those who are a resource before they are a vendor.
Having been in both brick-and-mortar and online sales and marketing for many years, it never ceases to amaze me how many people try to sell without determining the customer’s needs. They don’t seem to realize that the better the match, the more likelihood for return business. The better the match, the more trust gained. If you depend on repeat business or referrals, trust is absolutely a factor in your customer’s decision to come back to you when they need your product or service.
To read the rest of this article, check out the Winter 2008 Issue of WE Magazine for Women.
