Selling to enabling Purchase -A change in approach in sales

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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