Do you really care what challenges your buyers are having OR do you just want to close the sale to get their cash? Focus on buyer’s need, find their pain points, discover their problems – these are common phrases we throw around in our sales offices, my question has always been, are salespeople really buyer-focused? Easier said than done?
Salespeople have targets to meet, quotas to fulfill, living expenses to cover, are we as humans self-centered or other-centered? When it comes to survival – people will focus on themselves. So salespeople pressure the buyers to buy. A buyer-focused sales professional suddenly end up being seller focused again.
And that is why I always teach the philosophy of the 3 real roles of selling. It’s not to meet targets, it’s not to get more recognition, it’s not for increasing income, it’s all about solving buyer’s problems, preventing their problems from occurring/happening, and improving their current situation. Regardless of the circumstances, the sales rep is in, those are the 3 mindsets he/she must live by.
This is the true test of a salesperson versus a Sales Ninja! Which are you?
Unconventionally,
HANZO NG
Sales Ninja Grandmaster
© 2009 Sales Ninja Training. All Rights Reserved.
Hanzo Ng is Sales Ninja Grandmaster, lingo for Chief Trainer of Sales Ninja Training, Asia’s #1 Unconventional Sales Training. Sales Ninja Training specializes in helping small-medium, listed and global companies transform their salespeople into the ultimate sales professional known as Sales Ninja. For more information on our sales, motivation, and leadership training, visit our website.
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