Sales are part of every business. The better I can sell, the better my business will work. I have attended a lot of sales seminars in the past 20 years and of course, there are all sorts of tips on profitable selling at such seminars. I was able to get something out of each seminar for myself. This knowledge and skills made it possible for me to conclude a large number of contracts and sell a lot of products in my career.
Selling was not always easy for me
I can remember a story that I experienced at the beginning of my career. When I started in sales, I had some training on how to sell properly. I thought back then, when long-standing sales professionals gave you tips on how to sell optimally, you would become a professional yourself within a few months. It didn’t work for me in the first six months.
No matter what I did, my potential customers ran out of my office screaming. Back then I was very reflective and wondered why it didn’t work. Apparently I missed something. It was at this point that a colleague came into my life who could already sell very well and of course I asked him to tell me his secret, which is why he achieved so many degrees.
The tip that was worth more than gold
So we made an appointment. I came to him and was ready to write down all of his secrets. He just said, “Leave the pen, we’re going to have an ice cream.” Back then I was wondering, why are we going to have an ice cream now? I want to know your sales secrets ”.
So we went to have an ice cream and he said to me: “Put yourself in the shoes of your customers. Think about how you would feel if you could hear yourself talking?
Imagine: You put yourself in the position of your potential customer and hear what you say as a seller. How would you feel? That was the tip that changed everything.
Entrepreneurs have to put themselves in the position of the other
I started thinking about what I would like to hear. This question became the absolute foundation stone for everything that came later. Before every sales meeting that I started from that day on, I asked myself these simple questions: “What would I feel if I sat there instead of my client and had to listen to my own words? And what would I like to hear as a customer myself?”
It all started with this cornerstone, thinking and reflecting on what I would feel if I were my own customer. If you were to ask me today, Maxim Bederov, what is your best tip to sell better, it would be these simple questions.
Selling is pure empathy
Beginners in sales make the mistake of being too much with themselves. You focus 100 percent on yourself and forget the conversation partner in the sales situation.
We all know this: final phrases are learned, the customer is put in the “yes-say” position and certain manipulative questions are asked in order to achieve your own goals. However, this goes a long way from the actual goal of the seller as well as the entrepreneur. Only when I take the customer’s wishes to heart can a sustainable business relationship be established. The quick conclusion brings nice numbers in the short term, but in the long term you catapult yourself away with this strategy, believe me!
Success only depends on one skill
There are many successful books on the market, as well as success coaches and corresponding seminars. As already described, I myself attended several of these events. I can tell you: there is no such thing as a secret formula for success or a secret path to success.
As an entrepreneur who has been successful in business for several years, I can tell you, however, that your entrepreneurial success depends solely on how well you can recognize and satisfy the needs of the person you are talking to. Sometimes it is part of an honest business relationship to simply say no if you cannot or do not want to satisfy the needs.
Sell at eye level
Respect, transparency and loyalty are values that you will not learn in any sales seminar or coaching. Well, maybe you will be told how important these elements are, but you will not understand them until you have personally experienced them. Only practical experience can provide you with this insight. The better you integrate these elements into your daily work, the more sustainable you will build your business, no matter what it is. Treat people the way you want to be treated yourself and sooner or later you will be able to harvest for this attitude.
You may fall behind at the beginning with this approach because there are people who are simply looking for a quick conclusion. But this approach is not characterized by respect and will turn out to be unsustainable.
I really wish you much success and, above all, fun with your future business partners and customers. Never forget which values really matter and stay true to yourself.
Yours Maxim Bederov