BRX Pro Tip: Another Sales Tip from Bob Moesta
Stone Payton: Welcome back to Business RadioX Pro Tips. Stone Payton, Lee Kantor here with you. Lee, I understand you’ve come across another sales tip from Bob Moesta.
Lee Kantor: Yeah, he’s one of my favorite salespeople and he has the book Demand-Side Sales. That’s kind of a go-to for me. And this is his success principle, number one. And I think it’s important to remember that people buy for their own reasons. It’s important to remember it’s more about helping your prospect make progress in the pursuit of solving their problem or achieving their goal than it is about your product or service or whatever it is you’re selling.
Lee Kantor: So, your job as a salesperson is to just help your prospect make progress on their own terms. It’s really not about what you’re selling. It’s definitely not about you making money. He says that approaching sales from this mindset will set you apart as a great salesperson. You’re going to sell more and feel less icky about it because all you’re focusing in on is helping someone get what they want.
Lee Kantor: And if it’s with you, great. If it’s not with you, that’s okay too. Ultimately, you want the person to get the outcome they desire and you want to help them do that, whether it’s through your product or service or if it’s with somebody else’s. Either way, this is going to be a good relationship for you to have, because if you focus in on the relationship part, the sales is going to happen. Maybe not today, but at some point, it will because they’re going to know you are an honest broker and a trusted partner with them.
