Sales Tip of the Week from Mike Leeds – Pro Sales Coaching
What Salespeople can Learn from CPAs & Doctors
On the surface you may not think of these professionals as being in the sales field. However, a sales successful sales professional focuses on building customer relationships for life. When a sales professional consistently focuses on solving customer problems and fulfilling needs, they will be viewed as more of a resource (or even partner) rather than just a salesperson. These relationships are built on a solid foundation of trust and may last for decades. Unfortunately, many people in the sales world focus on the immediate transaction in front of them, and not on assisting the customer for the long-term.
Think of some relationships you have had with CPAs or Medical Doctors. If these professionals have earned your trust and demonstrated their value, they did not need to "sell" you each time you met with them. The last time you were sick, did you call your doctor, or did you request 3 bids from some doctors you found on-line to see how much they would charge you for their services? Would you be interested in the best medical care you could receive? If you are completely satisfied with your CPA, and feel that they understand your business, your goals, your needs, and you completely trust them - would you consider switching CPAs if you heard that someone out there may charge you 10% less for your tax return? Or would you be interested in your big financial picture, and trust that your CPA had your best interests in mind?
Think of the total value that you bring to your customers. Are you focused on the immediate sale in front of you, or on a lifetime of potential sales and referrals?
Have a great sales week!