The job of the salesperson is to create a premium buying experience for the customer, because this is what every customer wants.
This is going to sound really simple, but I can assure you that this topic is incredibly deep, and only the top 5% of salespeople actually succeed at this.
The three main aspects to a good buying experience are:
- Fast – How quickly can they get what they want?
- Easy – How much effort will it require?
- Low Risk – How sure are the results?
This is how you can create more value as a sales professional, and will be the main differentiator between you and any of your competitors.
In an ideal sales cycle, the customer would just have to show up and hand you their credit card to magically get their problem solved immediately.
Your job is to create a buying process that is as close to that ideal scenario as possible.
This has as much to do with how you operate as it does with the words that you say and your demeanor.
Think of yourself as selling luxury products to the mega-rich.
- How would you need to treat your mega-rich customer?
- How would you think they’d expect to be treated?
Your answer to that is how you should treat every prospect you talk to, regardless of the size of their business or previous success.
-Jake Martincic
P.S. If you can add some FUN into the sale as well, you’ll be in a whole other league!
JakeMartincic.com 