Yeah, you read that right – The Biggest, Bestest, Most-Amazingest Sales Secret Known to Man, Beast (or Man-Beast).
As dramatic as it sounds, it’s true that applying this one principle to your business can change the way you look at sales, feel about sales and “do” sales. So, what’s the big secret, you ask?
Find out what your client wants. Then produce it for them.
Sounds trite, doesn’t it? It’s not. It’s huge. Think about it… we’re not talking about “Sales” anymore… we’re talking about “Service”! And if I’ve done a good job setting my client’s expectations (remember the used car dealership email… set those expectations!) then I know that client is going to spend the amount of money I need them to spend. So I’m happy because I’m hitting my sales goals, and my client is happy because I’m truly serving her by listening to what she wants, then I’m showing her that I’m the right person to create what she wants and finally, I’m producing that thing she told me she wants.
Now, when I get to the “Sales” session, it’s not sales. It’s “remember that thing you said you wanted and I said I’m the perfect person to create that? Well, here it is”. Done. This mindset takes us out of being salesperson and customer and into being a team, working together to create something special with our clients, something only we can create.