In the selling process, there are many moving parts, and great salespeople are proficient in all of them. Many salespeople are focused on one thing, and one thing only – their commission! To be honest, it would be hard not to if I was in their shoes. However, the difference between good sales and great sales is that the person selling is more focused on the person than their own cashout. So, the question becomes, “How do you do buyer-based sales? How can we focus on the customer when our entire job is to get them to buy something?” The customer doesn’t want to feel like they are being sold. They want to feel comfortable, happy, valued, and provided for, amongst other things. Customer-centric sales flips traditional selling on its head. As a customer-centric salesperson, you want to do everything in your power to understand the customer. You want to understand why they are here. You want to understand what they love, what they hate, what their problems are, what their problems aren’t. You want to understand their background, mentality, and personality. Customer-centric sales takes a holistic approach to sales – really digging into what the customer is looking for/expecting and giving them just that. So, person or purse? Does the fat commission matter if people never want to work with you again? Is it worth the guilt of giving someone what they don’t even want? I don’t think so. Customer-centric sales is THE best way to approach sales. Let’s approach people from a perspective of care rather than a perspective of exploit.
By kuechlycj22
BoweryJE22 3 thoughts on “Person or Purse? What matters in the selling process?”
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I totally agree. From an income perspective it can be hard not to get caught up with the perspective numbers when attempting to make a sale. I think it is extremely positive to be income driven, but if you are truly income driven, then your service of the customer should be the primary goal. The income aspect of the job will follow from the success of your relationship with your prospective customer.
This hits the nail on the head. For a couple of years now sales language has been about selling the customer. Google and Facebook selling personal data to advertisers, YouTube keeping track of watch histories, and a thousand other ways in which we are being sold. It’s a breath of fresh air when instead of being viewed as a wallet or a purse, we can be looked on as a human being with needs. If we’re careful to listen and then meet those needs, we can be sure to get repeat customers who care about our companies too.
I love to see the connections between sales class and Econ! We are talking about this very topic right now so it’s great to see some elaboration. Deciding if you want to help the person or get the purse is such a hard thing to choose as a sinful person but this spreads some hope!