People still buy from People

Sales people still have the impression that they are buying a product or service from their company. Not true. People are buying from you, the sales person. You can have the best service or product available but if the customer doesn't like you, trust you, or understand you, it is over before it begins.

I know sales people that have called on companies for years before the needed trust was established. Once you have the rapport, once you have their confidence, once you have their trust, then and only then, can you have their business.

Customers perceive your worth based on results and the value that they feel they are getting. I have dealt with companies that could give me their service free of charge and I still wouldn't use them.

Lawn care companies are always calling me in an attempt to get me to relinquish my lawn care. However, what they never bother to ask about and what they don't know is that I like to do it myself. Still they continue to call every year and I say no. Now, if they came to me with a consultative plan that outlined the proper fertilizer, seed and aeration schedule, I may purchase their services and potentially some product from them given that it was priced competitively.

When dealing with prospects, make sure you do your diligence in research, fact finding. If you are not asking the right questions or you are not digging deep enough. You can never be a true solution provider. Establish yourself and your company as the authority in your industry and position your self as a "go-to" person. If people like you, trust you, and see value in what you do, your have conquered one more step in building your business.

For more information on how you can take your business to the next level contact Impact Marketing Technologies at 319-232-4332 for more information.