Sell better, close better, outsell the competition
In these somewhat tough times, we often look for ways to sell better, close better, outsell the competition or handle the unfair competition. We are often afraid to be viewed as a salesman or as so many clients have said to me: “I don’t want to seem desperate.” So instead of desperation, instead of feeling like the tin man or a used car salesman, we have to change our view of sales and what we can do for our customers. Before we can change our viewpoint, we need to first ask why we are doing what we are doing and what we are trying to achieve.
If the answer is simply and only that you want to make a lot of money, I suggest you figure out how to rob a bank without getting caught, of course. Yes, we all want to make money and the more the better, but there must be much more to it. I believe that we all have one thing in common and that is that we want to help people. It doesn’t matter whether you want to help people by improving their homes, building better homes or in my case, helping improve businesses.
There is a very important element that goes with this desire to help and that is, that we must care. That is what differentiates us from many of our competitors. That is often what sets us apart from the individual or company that is only interested in a one-shot sale, done at the cheapest price with the lowest acceptable quality. That is what makes people want to refer us and makes them want to continue to do business with us.