We don’t want to be sold to;
We want to buy from people we like.
When salespeople follow a script, they fail.
When they show up late, they fail.
When salespeople can’t read the customer, they fail.
And great salespeople NEVER EVER start with, “How can I help you?”
“How can I help you?” is the BIGGEST TURNOFF.
A buyer needs to look around, shop and see what is available at their pace.
They ultimately just want to buy the solution to their biggest problem.
Once they see what is available and know what they want – they will buy.
Salespeople who think their job is to sell are useless.
Give me the subject matter expert who can answer my questions with honesty, integrity and detail of a true expert and that is who I want to work with to help me solve my problem.