Stop selling, start helping

Today, in tough economic times we all suffer from such problems as: increasing customer buying power, competition pressure, decreasing customer demand, market share and sales volume. That all make our business’s future blurred.

So, we understand the need of changes, and first of all we have to change the way we work with our clients. I suppose, there is needless to discuss the importance of good customer service and quality product for retaining our today clients. But what I want to stress in this post is how we work with new, potential customers, how we attract them in our “sales funnel” and convert them in real clients.

The main cause of low conversion rate, besides non-effective marketing and non-qualified lead generation, is a mistake we doing through sales cycle. And the biggest one is how we treat out potential customer. Many sales people treat them like an object, object for making sale, not as a person with their needs and problems. They try to push their products, pitching it and using their cruel sales tricks, psychological and manipulation techniques. That tricks are commonly known and I can admit that maybe every decision-maker could recognize them. For me, this is enough to talk several minutes with such sales person and I can recognize all this tricks. And off course after that, I will not buy from him anything.

Because the people don’t want to be manipulated, all what they want is to solve their problems, achieve their goals and accomplish their dreams. And the best way for sales people is to take part in this, trying to help them in their path.