Speak to the gap
- Uncategorized
- July 28, 2023
Sales are about speaking your truth about what you can do for your dream client. But you can’t know what you can do for your dream client unless you listen to them. Instead, speak to the gap. And if your biggest objection is price, whilst that can be a valid reason, what you want to identify is how can what they need to be met by what you serve.
The question you want to ask is not ‘Would you like the price’ but instead ‘How does this serve what you need and how much of a priority is it right now?’ What you are looking for is people who want this for themselves, as much as you do for them.
Nobody needs to be sold to.
What people need, is to be listened to. If you listen to your dream clients you’ll be far better placed to serve them.
It is important to adapt and evolve your strategies to match the needs of your consumers. The days of cold DMs are gone, instead, understand and meet your consumers in a genuine way.
As someone who has been in sales for over 25 years, with two years in the online business space, I have witnessed this evolution firsthand.
Sales strategies used to be focused on messaging potential clients with excessive marketing and high-pressure tactics, which might’ve worked in the past, but we have grown from this approach. Consumers don’t like being bombarded with sales in the DMs, they want to find authenticity and create connections with businesses.
Rather than pushing your products to your consumers, you need to focus on understanding them. Their needs, desires, and fears. By engaging in conversation, you focus on them, not on the sale.
One of the most important changes in the evolution of sales is the emphasis on understanding and listening to the client. When you listen to your potential dream client, you get to understand them and their points of need. This, in turn, lets you tailor your offers and products to meet their very specific needs.
Instead of starting by pushing a service onto the client as soon as you start the conversation, start by discussing what the client needs and then begin your offers. Take the time to ask questions, understand your client, and dig deep! This allows you to position yourself as front of mind and someone who can help them solve their problems, and not a sales-only person.
You need to be transparent, people get tired of constantly being sold to, they just want a real interaction with someone who can show they care about their issues. Being honest and authentic then makes your sales resonate with your dream clients
Successful sales professionals understand that in order to gain clients, you must listen to their needs, present them with solutions and form connections with them.
