Are you Selling or Serving?
t’s a really important question to ask yourself – are you selling, or serving?
And most people won’t do it because they don’t want to come across as ‘salesy.’ In fact if I asked you for your business card right now I probably wouldn’t see the word ‘sales,’ ‘salesperson,’ etc.
I’d probably see something pretty similar but without the sales. I don’t blame you at all – sales has such a sleezy, cheezy way of coming across. Unfortunately the bad reputation has been ingrained in our society by con-artists and lemon-selling car salesmen.
When I ask you if you are ‘serving’ I don’t necessarily mean a service-based product. I mean are you actually providing help in their decision-making. Are you serving their needs, such as providing answers to questions and listening attentively, or are you just bombarding them with “THE BEST DEAL EVER.”
For example I went to a furniture store once. The first time I went I got jumped on within 20 seconds of entering the shop.
‘Wew’ I told myself ‘These people are keen jellybeans’ – selling to me was their number one priority.
I didn’t have time to look around so I told them that and they politely went away. Then they proceeded to take 5 steps then came right back. ‘We have a 30% sale at the moment’
Nothing wrong with that. It probably what they were trained to do.
But the second time I went there there was a second sales person. They took a while for me to enter the store and I was hovering around a sofa I liked.
‘Welcome, do you like that sofa – I can show you some others you may like.’ I knew what I wanted but I was still curious.
They took me around, gave me time to digest the options – and they got the sale. While I did choose the original sofa I had also bought the footstool they suggested.
She wasn’t just a salesperson. She was a pseudo-tour guide, offering me solutions (like the footstool) and other options without trying to force a sale. It is important to remember that these days too many people are trying to push their own products. To hold back a little, provide guidance and let them clear their own thoughts is actually against the norm.
So whenever you try to force a sale too quickly remember – are you selling or serving the customer.
Howdy! This post could not be written any better! Looking through this article reminds me of my previous roommate!
He always kept talking about this. I will send this post to him.
Fairly certain he’ll have a great read. Many thanks