Are your salespeople selling, or begging?
By that, I’m not asking you if your sales team are hitting their sales targets. What I mean is do your salespeople actually ’sell’, or are they simply asking their prospects whether they are interested in buying?
On the (thankfully rare) occasions when I have no choice but to visit a fast food restaurant, the person behind the counter simply takes my order. Is that selling? Clearly it’s not: it’s simply taking my order and fulfilling it.
Are You Selling To Me, Or Just Taking My Order?Now and again, I may get asked if I want large fries instead of regular. Is that selling? Again, I’m guessing that most people would say that it’s not.
However, supposing that I’m in a restaurant and my waitress recommends a choice of wines based upon what I’ve ordered as a main course; or suggests a light refreshing sorbet for desert because she noticed that I didn’t want dressing on my salad, or a cream-based sauce on my chicken.
Is that selling? Yes, I’d say that it was.
Selling Is More Than “Order Taking”I often hear stories from underperforming, so-called salespeople. When asked why their prospective customer didn’t buy, they reply something along the lines of “I asked them if they wanted to buy my product/service, but they said no.” If your sales pitch is simply to ask “Do you want to buy this?”, then I’ll bet that you’re used to disappointments.
If you’re doing little more than simply asking people to buy, then you’re not selling: You’re begging.
You’re not interested in helping your customer. In solving their problem. In making their lives easier. You’re only interested in trying to close a sale.
And it shows.