Throughout this class I have come to one conclusion being a good salesman to your clients is also the best way to help yourself. Especially with the Sandler Rules we have discussed lately while some rules seem like they are there to help you while other rules like Pink’s seem focused on helping the customer as a trusted advisor. But both rules are designed to help the salesman avoid wasting his time on clients/prospects that will not be helpful or profitable especially things like answering a question with a question. On the other hand, concepts like avoiding spilling your candy in the lobby prevent the salesman from wasting his expertise by giving it away to clients that want as much free information as possible. By it also saves the client from starting a project based solely on the free advice and making a big mistake. It also insulates both parties from making hasty decisions In almost every case the corollary of every rule that seems to help one half of a transaction also helps the other. Salespeople need to remember that a pushy sales approach simply creates grief for both halves of the transaction. Also, happy eared salesmen can give away far too much in trying to drive for a quick close. I am reminded in all of this of Austrian Economics and its mutually beneficial exchange theory that states that both parties exchange what they value less for what they value more which means the salesman must convince his clients that he is providing more value than what his service costs. But the exchange can only be voluntary if neither party uses coercion, that is where good customer focused selling comes in. The salesman must sell to the other party rationally without manipulation and the buyer must do likewise.
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riehljb21 3 thoughts on “Sales Helping Yourself while Helping Your Customer”
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Figuring out what the customer needs and no just what you want to do for them is how you have to sell. It makes it so you know the customer and can sell better.
Sounds like you’ve really connected the dots between effective sales strategies and mutual benefit! The whole idea of avoiding pushy tactics and focusing on real value makes total sense. Nobody wins when a sale feels forced.
You’re absolutely right! Sales is about balancing helping the client while protecting your time and expertise. The Sandler Rules and Pink’s approach both avoid wasting time on unproductive prospects and ensure a mutually beneficial exchange. By avoiding pushy tactics and not giving away too much, both the salesperson and client are better off. Your point about Austrian Economics is perfect — a successful sale happens when both parties feel they’re gaining value without manipulation.