Selling to enabling Purchase -A change in approach
in sales
A salesperson becomes
more productive not just by making sales but by building trust and
relationships with customers. Customers prefer to work with salespeople who
genuinely want to help them make informed purchases, solve problems, address
issues, narrow down options, and demonstrate the value of their spending.
When we approach our
work with a mindset focused on selling, we tend to become less customer-centric
and more target-oriented. If customers perceive that they are merely being used
to achieve our sales targets, their resistance to buying increases, and they
may develop an aversion to interacting with the salesperson. It's important to
remember that our body language communicates more than our words; while we may
sound polite, our nonverbal cues can reveal our true intentions.
To avoid these
situations, we should always adopt an attitude of service rather than selling,
a mindset of solving problems rather than capitalising on customer confusion,
and a genuine desire to help customers make informed choices. Once we shift our
perspective from selling to enabling customers to make a purchase, our body
language will reflect our authenticity.
Next time you meet
with a customer, remind yourself that you are there to serve, solve, and assist
them in making choices. You'll notice a difference in your approach, and
customers will likely connect with you more openly than ever before.
M.L. Narendra Kumar
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