Real sales means finding what a client actually needs, not what they think they want. Selling based on hype creates buyer's remorse. The goal is fit and outcomes that still make sense after the initial excitement wears off.
One thing about sales that I've learned over the years that I want to tell everybody and anybody is it's never about convincing or negotiating with anyone ever. It's about finding a solution that actually works for them and not selling them something or trying to convince them to buy something that isn't suitable. You really need to discover— I think that's a great word— and dive deep into what the client actually wants and needs. Really, it's not even wants, it's needs. And say to yourself, is what I'm offering, is what we're presenting, is this solution going to help them and help their business? Sometimes people will want something and then not need it, and therefore they get cold feet, which is a horrible situation to be in. You want to be able to sell or give— and I don't even think you're really selling there— is give them something that has such value and such utility that they didn't even know that they needed it, that no matter how they feel, once the excitement and the hype is gone, it's still still makes sense to have purchased, it still makes sense to have bought. Find a fit for the client and make sure what you give them isn't sold on hype and excitement, but sold on deliverable and outcome.
Unlock Your Potential: 3 Life-Changing Principles for Business and Mindset Success
