Understand why you’re selling your services or products
This links back to the advice of selling a solution, but it’s slightly different; you have to understand the motives of you selling your solution.
Cover up the main motives: Is it to make your clients’ life easier? Is it to improve an aspect your clients’ life?
Then, cover the secondary motives: Are you hoping to get more leads for your clients? Do you want to help your clients lift 2x more than what they are lifting right now?
Understanding why you’re selling your services allows you to uncover the pain points and issues of your clients. This knowledge helps you to map out your solutions and your client’s problems – simple, right?
What if you don’t understand what you’re selling?
Then you’re going to sell the wrong product to the wrong crowd. You’re going to sell luxury products at flea markets; sure, you’ll get a few sales here and there but you’re wasting a lot of potential business growth by not having a proper understanding of what you’re selling.
So, if you get rejected, are you selling to the right audience?
Understand that selling in service businesses is mostly about helping and providing value
We’ve covered value a lot above, so we’ll focus more on the helping area here.
In a service business, potential clients want to know that they are getting some sort of help. Therefore, your intent should be focused on trying to help your potential clients.
You know this already, but this tip is just to drill home the point of providing value to your clients.
The best salespeople are great talkers and even better listeners