Updated: Aug 31
Sales is 80% self belief and 20% communication. No doubt, communication is very important to be successful in sales but, more important is the self belief or conviction in the market offering around which your sales process revolves around.
Identify the problem/goals of the prospect. See, if the target customer has any problem, understand his/her history and try to solve the problem using your market offerings. If you do not see any problems, understand their goal and make your market offering a part of their goals.
“When you give without expecting what you get, you get more than what you expect”, try giving more to your existing customer. Don’t be a salesperson rather, become his/her gap partner. Understand what is it that he/she is looking for and when you know you don’t have the market offering that he/she is looking for, be honest, refer some other place where there need is fulfilled. Everyone loves an honest gap partner and they would surely come back to you again.