Stop Selling Immediately...And Start Serving!

The best sales I can give you is stop selling! No one wants to be sold to, but they do want to be served.  To increase your net worth you must find a perceived need and fill it.  What do I mean by that?  If the need isn't actually perceived then it doesn't exist.  A simple example would be that you come across an overweight person and then try to sell them your weight loss program.  If, however, that person doesn't want or need to lose weight then there isn't one.

I learned this valuable lesson a while back and it had a dramatic effect on my business.  I discovered that if I stopped pushing my story, desires or objectives on a prospect and instead pulled their story, desires and objectives, focusing on what they want, then the results were way more profitable.  Investigate, don't present.  Probe, don't pitch.  Solve don't sell.

So how do we put this into action? There are simple steps to follow:

Talk less, listen more.

Make fewer statements, ask more questions.

Learn how to ask better questions.

Consider your role as one of servitude. Who can you help today, what pains or problems can you fix, what desires can you help them fulfill and, here's the key, you won't know until you ask. Once you have revealed what is important, exciting and valuable to them, you can then offer a solution.  Stick to this rule and you will no longer be perceived as a salesperson but as someone providing a great service.

Let your income represent the amount of people you have helped.  The bigger the number the greater service you have been and thus the greater number of people you have helped.  Never forget great servants are paid great sums of money...