The Golden Rule: Sell Unto Others As You Would Like Others To Sell Unto You!
All of us despise to be sold, we despise sales people coming to us, pushing their products on us, not listening to our needs, not responding to our requirements. When they start their pitch, we turn off, we get upset that they haven’t bothered doing the right job of probing and understanding. We get upset when sales people don’t meet their commitments.
We know how we want to be sold to, we know how we respond when someone engages us, when they take the time to really know us, when they respond to what we need visibly show how we will get benefit by their solutions. We know how we feel when we are treated respectfully and as truly valued customers and prospects. We appreciate the small things, showing up for meetings on time, keeping focused, by our time well by focusing on what’s vital to us. We appreciate sales people who be grateful us for our time, we always remember that hand written be grateful you note that ONE sales person sent us. We like it when a sales person makes it very simple for us to buy.
So what is it that happens when the tables are turned? What happens when we sell? Why do we forget those experiences we had when a fantastic sales person sold to us in the way we wanted to buy? Sure, what we are selling is uncommon. But selling is about connecting effectively with our customers. How would our ability to connect with our customers change, if we started practicing the same things those fantastic sales people we have bought from did with us?
The Golden Rule has really stood the test of time. Wouldn’t it be a novel thought to apply the Golden Rule Of Selling (not the one, she who has the gold….) The Golden Rule Of Selling: Sell Unto Others As You Would Have Others Sell Unto You!
Before I wrap up, one further tip, if you buy into this Golden Rule, then take advantage of the fantastic “sales training” you get every day. If you can, step outside yourself, when you are being sold to, watch what they are doing. Reckon about what they are doing well—those things that make you feel fantastic, that make you feel that they really “get you” and are responding to you. Are there things they are doing that you might adapt and modify to make you more effective. Look at those things they are doing that really piss you off, are you guilty of doing the same? Make sure you stop those things.