Sales ISN'T About Selling! It's About Helping People To Buy | Small Business #Marketing Tips

A lot of salespeople and marketers tend to get nervous whenever a potential buyer mentions the competition. It's almost as though it's a dirty word or something. What often happens is the salesperson or marketer acknowledges the competitor's existence but then tries to move the conversation on to something else. Not only do they not want to be negative about the competition, but they don't want to draw attention to them at all. But maybe there's another, better way to deal with this situation. As marketers, our job isn't to try to convince buyers that we're the only choice they have to address their issue, that we're number one. Not only will they not believe us, but we're adding to the noise, uncertainty, and confusion in their buying selection process. Instead, our job is to help buyers make sense of the landscape, to show them the different ways to solve the problem, to educate them on alternative approaches, and to outline the pros and cons of each one. In other words, to adopt the role of the expert, meeting buyers where they are today and giving them the information and insights they need to move forward. Effective marketers and salespeople articulate how their solution is positioned against each of the buyer's selected options, helping them make informed choices. Sales today isn't about selling, It's about helping people to buy.