Getting Business Without Selling

Source: Rain Today

This article discusses five ideas that can be of great value in your relationships with clients.

• Knowing your clients means more than knowing their surface qualities. It means knowing what motivates them, and toward what goals. You find this out by asking, and listening. Only then can you have the kind of empathy that will help them achieve their dreams.
• Don’t make sales pitches. Just talk to the client about his or her needs. This means focusing on clients, not on what you want them to buy.
• Be a value-added agent. This means:
  • It isn’t necessary to offer the ideal resolution. It may inhibit action by the client.
  • You don’t need to have the answers for every problem. Sometimes questions are more valuable than answers.
  • You shouldn’t be afraid of giving too much value before they buy.
  • You should avoid trying to create value before you have a complete understanding of the situation.
• Forget about closing. Think instead about whether your services and the clients’ needs are compatible. If they are, good things may happen. If not, well, maybe next time.
• Don’t try to emulate the model you encountered in a sales course. Be yourself.

For the complete article, click here and select the article Stop Selling & Do Something Valuable: 5 Principles to Sell Without Selling.

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