What's the purpose of a salesperson? Most people in my workshops say; "to make money." If that's the case, would you say to your buyer; "The purpose of my business today is to transfer as much money from your bank account into mine as fast as possible."??? Of course not. If, in fact, that truly is your purpose, your buyers will know quickly that they should be protective of their money. The result is excuses, objections and unnecessary obstacles to the sale. On the other hand, if your purpose is to, "help you to solve problems," then you open the door to discussion toward a potentially mutual agreement. Sure, the objective of your business is to make money --- and that keeps you in business to continue to help solve problems.
For more about purposeful selling, call GRa today. 910.617.1817
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