BRX Pro Tip: Focus on Helping People Get What They Want
Stone Payton : And we’re back with Business RadioX Pro Tips. Lee Kantor, Stone Payton here with you. Really identifying what the customer, the prospective customer, wants and honing in on that, I feel like I’ve come to learn that is so important to focus on that. Yeah?
Lee Kantor: When you shift your focus from what you’re selling to what a customer is trying to achieve, that mindset changes everything. You’re not forcing your solution into their situation. You’re just trying to help them reach their goal. And people buy when they believe you understand what they want and that you can help them get what they want.
Lee Kantor: They don’t buy because you explained your services really well. They buy because they see themselves winning with your help. The best salespeople spend more time understanding what the customer wants than they do talking about what they offer. They ask better questions. They listen more. And when they do present their solution, and when they do recommend their solution, it’s positioned as the path to what the customer already told them they want.
Lee Kantor: Ask what does success look like for you? Early in the conversation, get them talking about what their desired outcome is, not their problem. Stop selling what you have. Start helping people get what they want. And that’s when sales become much, much easier.
