I just read an article that dove pretty in depth into why you should be a “needs-based” sales person. I laughed.
Realistically, is there any other kind? And aren’t those called “con men”?
If you spend your life creating a need where none exists, two things seem to be true to me:
- you’re working MUCH harder than you need to be
- you’re taking advantage of the people to whom you’re selling.
As a sales person, I truly believe that you’re you’re not meant to be creating a need where none exists just so you can force your product or service on someone.
Instead, have a conversation to uncover the true needs of the person you’re speaking with. If (and only if) your product or service is a good fit for them, that’s when you get to talk about what it looks like to work with you and how you can provide a solution to those needs.
If your product or service is not a good fit WALK AWAY!
Believe me when I tell you that life will be a lot easier if you leave a deal on the table that’s not a a truly great fit. Not only will people respect you more – you’ll be able to close more business and have less trouble doing it.