Impact

So, let’s dive into the number one rule of selling and that is impact. What do I mean by impact? Are you committed to impacting the end user? The consumer and a lot of people are trying to sell them something, but your product or service needs to impact that person’s life, impact their scenario, or solve their problem. So, you’re looking at it in a way of serving. You want to make a difference for the customer and if you can focus on impacting and making a difference, they’re going to buy from you because it’s benefiting them. When it gets reversed is when you start focusing so much on yourself and making the money and making the sale. I promise you, you sell less when you focus on you and you sell more when you focus on making an impact in your product and service, and solution to the customer. For example, a car. I wanted a car and the sales guys that I kept going to, these dealers, they’re like dude look at the engine and look at this and look at that. I’m like, dude, all I care about is a red truck and I want to care about the feeling of driving around with my company color down the freeway in a nice bright red truck. Finally, somebody came up to me and was like dude, like tell me about what it is that you are looking for in a truck. He asked me what I felt like I wanted out of a truck. That’s how I changed what I was driving. You know, going from a Kia Optima to a nice red Ford truck. I knew what I needed. I kind of knew what I was looking for, but he like tied the impact of the product and service to me. It’s awesome.

Don’t Be Selfish

Reverse version of that, I recently was in a meeting trying to work on a project where I was going to pay for a service and I left the meeting. So, they needed to sell me. I said hey, I need just a little bit more and they said well, we’re going to have to charge you an extra consult fee for a little more information. I’m like, you still haven’t sold me yet. So, I could tell in that situation the impact was reversed, right? They weren’t really trying to impact me. They were like we’re trying to get paid and we’re going to make it obvious. In the end, I’m not buying, right? So a good salesman focuses on their buyer and impacts them, not the other way around. For more training in sales, leadership, and recruiting visit D2Dexperts.com share this video and subscribe today!