This is the Important Information the Prospect Is Looking for While Making a Decision
Secret of all the best salespeople revealed
Introduction
This note tells you about:
- The difference between a good and a great salesperson
- 5 advantages of being a great salesperson, and
- The one factor that allows a great salesperson to close the deal, every time.
The two kinds of salespeople
A good salesperson generates a customer for the business and a great salesperson generates a lifetime customer for the business.
If I were to ask you, what is the difference between a good salesperson and a great salesperson, would you be able to help me with the primary difference between the two?
A good salesperson cares about their commission once the sale is closed, and
A great salesperson cares about the customer and will only sell with conviction when they know that the customer will experience a positive change in their life, once the transaction is complete.
Both of them manage to close, but if you’re a salesperson, I urge you to work towards becoming a great salesperson.
If you’re a business owner, it’s your responsibility to create the culture that promotes building, nurturing and being an organization full of great salespeople.
Advantages of building a team of great salespeople
Some of the advantages of having/ being a great salesperson are:
- A lifetime supply of word-of-mouth leads from your customers.
- The least number of transactions that lead to buyer’s remorse
- An immense sense of satisfaction of closing the sale and helping your prospects
- Consistent growth in wealth and progress in career
- Lower customer acquisition cost + satisfied customers + positive reviews + referrals = profits through and through.
And this is just the tip of the iceberg.
The compounded benefits of having a team of salespeople who sell on the basis of empathy and not being driven by greed is the greatest edge that a business can gain.
Secret of great salespeople
You know what’s the best part?
It’s extremely easy to know the secret of a great salesperson
Great salespeople have decoded the most important factor in the mind of the prospect that allows them to close every sale.
Great salespeople understand that the prospect doesn’t buy on the basis of:
- the personality of the salesperson. This makes a salesperson likable which is important, but doesn’t guarantee sale
- the knowledge of the salesperson. This makes the salesperson come across as an authority, but even that isn’t enough for the sale to come through
- the number of positive reviews that the product has received. Positive reviews help build confidence in the product and yet that confidence isn’t enough to close the sale.
Great salespeople have decoded the real reason that makes a prospect make a purchase which is: “How does this product solve MY problem?”
Yes. That’s the secret of every sale.
The prospect will only decide if they wish to make a purchase provided, they have full confidence and can visualize the product being the solution that will solve the precise problem that they’re dealing with.
Look at your own purchase mechanism and see if this applies to your purchasing behaviour.
Personality of the salesperson/ celebrity promoting the product, the knowledge of the salesperson and the positive reviews help towards building your interest.
But you will only fetch your card and get it swiped when you have absolute clarity of how this purchase will be a definite solution to your problem.
You reading this note till this point is a testament that I solved the problem of answering the three questions that I raised, right at the start of the note.
Did this post live up to your expectations?
Did you get clarity and the cheat code of all the best salespeople in the world?
Would you like to add some more perspective?
Let’s continue this conversation (or ask your questions about the post) in the comments below.
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Prompt used to create the image for the note
P.S.: Image made on Meta AI using the prompt, “Imagine an energetic real estate dealer in an open house talking to an affluent couple who don't seem interested in the purchase”
This was a much needed nudge and a reminder for me. Thank you.
I often get stuck in the loop that maybe I am not confident enough which is why I am not closing so many deals. But glad to understand, it’s not always about the confidence