Your Approach In Selling Can Make or Break The Sales | Sales Training in Asia

Poor salespeople focus on just closing the sale. Successful salespeople focus on creating relationships. Which is your approach?

Selling is not only about closing the current prospect on a particular product or service that solves one of their pressing problems, needs, or desires. It is also about building a trusting relationship and partnership with them by becoming a resource and helping them solve their ongoing problems, or satisfying their continuing and evolving needs and desires.

You must first evaluate your selling intent, the philosophy underlying the sales process, and how it impacts your ability to close this sale and the future relationship. If your focus is on the short-term versus the long-term, your intent is most likely only on moving products or services now. If your intent is to develop a long-term, mutually beneficial relationship with this new prospect, you may not sell this order, but that does not prevent you from beginning to build a positive relationship that can one day end in success. It takes more time, resources, and energy to generate a new customer than it does to keep an existing one. It is also easier to do more business with a present customer than it is to find more new ones.

What is your approach? Are you investing a greater proportion of your time and resources to continue to find new business, or to satisfy, develop, and keep existing business? I agree that a continual flow of new business is the lifeblood of growth and success in sales; however, don’t underestimate the ability to use your present customers to help you with that mission.

Next, recognize that few customers will just give you their business. You must ask for it, but you also have to earn the right to get it. In my opinion, closing is more of a philosophy than a skill. It is more an attitude than a strategy. It is more about giving than getting, and it is more about service than your sales compensation.

Turn It Around

See the sale as part of an ongoing relationship.