If your customer came up to you and asked you that question, how would you answer?
We are not talking about your product. We are not talking about your company. We are specifically talking about YOU, as a distributor-consultant-sales rep-etc. Why should your customer pick YOU? If you can’t answer that question, it’s time to start doing a little internal research.
What kind of light are you shining when you do business with a customer? If you’re shining the “need” light, the customer is going to sense it immediately. Do you know what I’m talking about here? The sales rep that is so hungry for a sale that their “need” oozes everywhere. If you find that 2/3 of your sentences start with “I,” that’s one of the first things to change. Sales is based on relationships, and if all of your sentences start with “I” it’s going to be hard to build a relationship with your customer. Focus on what THEY need.
There has to be two benefits for your client- one that’s business and one that’s personal. If you are offering only a business benefit, you are really missing out. Personally, I have made just as many friends from new customers as I have with new team members. Why? Because my customers are the bread and butter of my business. If I don’t have customers… I don’t have a business. The goal is to make them feel good about the purchase and about the investment, and about themselves. Work to reassure them that you are the one they want to do business with, because you are focused on what they need, not what you need.
Your goal is to listen to your customer. When you start listening to exactly what they are saying and what they are asking for, you can fill their need. When you genuinely listen to help them, your service is going to stand out. Your light is going to shine, because you aren’t putting the spotlight on yourself…you are putting the spotlight – all of that attention- on them. Your customers will see the shift of spotlight, and they will love it.
The key is to put yourself in your customer’s shoes, and ask yourself, “Why would I pick me?” A good exercise might be to do a brainstorming session with a couple of your team mates. Each one of you write down the qualities that you look for in a sales representative, and then go over them. Are these qualities that you have? If not, that’s a starting point.
-Until next time.
ABOUT THE AUTHOR: Ashley Pratt resides in Northwest Missouri, with her husband and two children. Encouragement is her passion, and direct sales is the vehicle she uses to help others and share her faith. Ashley has several years experience in direct sales. Visit her website at http://workitgirls.myitworks.com.