People like to buy, they don’t like to be sold.
This is our mantra, our USP, our unique approach.
In six words it clearly communicates what we are about and what we aren’t.
Unlike some sales consultancies we are not interested in “selling” or in transient techniques and gimmicks.
We are interested in the long term. In the fundamentals. In the building blocks of what leads clients to buy.
When you consider what truly drives business, selling is misleading, its a red herring. Of course, without sales there are no businesses; that is not disputed, but rather than seeking to master “selling” as a transactional skill to be learned, we go beyond and consider the principles that dictate everything.
Selling only takes place when a client with a need or a problem has decided to use a particular company to solve that problem or cater to that need.
The client is focused on themselves and what they want, need and desire.
The business is generally focused on itself and what it wants, needs and desires.
We call this focus flow.
As such, there is a disconnect and the only way to bridge the gap is to “sell” using techniques, language and mechanics that focus on making a sale rather than why the sale is taking place in the first place.
When two parties are concerned primarily with their own needs and a transaction takes place, this is selling.
When the business puts focus on the needs of the client first, this is serving.
In the long term, serving sells more than selling.
If the client is focused on themselves and what they want, need and desire, and the purpose of business is to serve the needs of clients, then it makes sense that before you consider selling, you consider serving.
- Why do our clients buy from us?
- What’s their primary need?
- What’s the context behind that need?
- What other complimentary needs could they have?
- How could you exceed their expectations?
When you forget the selling and the money just for a moment and when you consider adding value and serving (which leads to making sales and money) everything changes.
When you see through your customers eyes and tailor your approach towards adding the most value to them (rather than selling the most product) you set yourself aside from 99.9% of other businesses.
If you want to stand out from the crowd, if you want your customers to love you, if you want to be recognised as the best in your field, you need to focus on adding value, so that you can deserve more sales.
We can show you how.