The Number One Secret of Sales Success

sales success, sales professionalThe most important secret of sales is this: Find out what the other person wants, and then help him find the best way to get it. Many people have repeated this statement because it is profoundly true and has been proven over and over again.

People Buy For Their Reasons, Not Ours

People are not sold: They buy. And they buy because of their reasons, not because of our reasons. Our goal as sales professionals and business owners is to discover what people want and then to educate them on how our product or service fits their desires or needs. We can talk to prospects or clients about the great benefits of our products or services, but if we don't educate them on how we fulfill their specific desires, our efforts are wasted. The highest performing business owners have all built businesses on this basic principle of effective selling. Dale Carnegie use to say, "There is only one way under high heaven to get anybody to do anything . . .and that is by making the other person want to do it." If we do not understand and tap into the desires of our prospects, we will fail as sales professionals. Likewise, Zig Ziglar is famous for saying, "To get what you want, you must first help others get what they want."

Discovering The Need

Successful sales people listen to the wisdom of Dale Carnegie and Zig Ziglar. They know that the key to successful sales is to uncover their clients’ desires and needs, to accentuate the "gap" that exists between where they are now and where they want to be, and then to offer a product or service that will effectively help them get to where they want to be.  This principle is simple yet powerful. Discovering what people want and then educating them on how your product or service fulfills their desires is the number one secret of sales success!

Tags: , ,

Leave a Reply