How, then, do we become good salespeople? Below are three principles on selling.
1. Establish trust. Selling is about good relationship.
Zig Ziglar said, “Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” If people don’t trust you, they’ll not buy. Patricia Fripp emphasizes this point: “You don’t close a sale; you open a relationship if you want to build a long-term, successful enterprise. ”
2. If trust is hard to gain, have someone refer you
“In sales, a referral is the key to the door of resistance.” – Bo Bennett
There is power in a recommendation from someone you trust.
“You should try their ramen.”
“Their chocolate cake is to die for.”
“He’s a very good speaker.”
When we hear these things from our close friends, it makes us want to try it out too. When you are introduced by someone important to your potential client, it increases the level of trust. The client may want to “try” you out too.
3. Serve those whom you are selling
“If you are not taking care of your customer, your competitor will.” – Bob Hooey
If you are offering something that helps your client, then you are doing service. The idea is how to continue serving them, beyond the sale. If your service is good, they will continue to trust you — and best of all, recommend you to others.
Sell well! Keep being Fired Up!
“Therefore, when you sell any land to your neighbor or buy any from him, do not deal unfairly.” (Leviticus 25:14)
Kirby is an author, motivational speaker, trainer, and songwriter. He wrote the book “The Fired Up Life: Passion Principles to Motivate You for Work and Life.” He finished his Masters of Arts in Theology at the San Carlos Seminary Graduate School of Theology in March 2016 and currently pursuing a Doctorate degree in Ateneo de Manila. He was a full-time missionary of Couples for Christ for 16 years and currently the owner of Uplift Learning Enterprise, a training and development company.