Product flogger versus ‘Value-add Consultant’

Which one are you?

As a true sales professional, I hope you identify with the latter. In my travels around the world speaking and training (just back from Auckland last week) I would have to be a certified idiot not to notice that success leaves clues! The sales professionals at the top of their company, industry and market, are those who simply don’t sell. Instead they create a ‘buy-from’ environment. They don’t get many objections and they don’t need to apply the technique-ish stuff – they don’t sell or flog products. They value-add. They go through a consultative approach…yes, and yet they do it in such a relaxed and conversational way that the potential client wants to do business with them. No one likes to be sold to… but we all love to buy!

My advise… get serious; the only product a potential client is really interested in… is their own… and selling it. So shift your focus onto demonstrating how your product or service will make them more productive or profitable at selling their product.

That’s when you notice your own sales soar….

Yours in Sales Success

Ian Stephens