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It has been said that you can’t sell
anyone anything. You can onlymatch
your solution to their problem. As
a matter of fact, I’ve been known
to say that! When we talk about
sales, we aren’t really talking about
selling. We’re talking about building
relationships and gaining trust.
Both of these things take time. We
live in a very competitive world.
There are few industries that have
little to no competition. So, our
prospects have the ability to decide
who they want to work with. They
get to pick the person or company
they trust most. That trust takes time
to earn. The prospect has to get to
know you and how you do business.
Otherwise, they won’t buy what you
have to sell.
At the same time, they have to need
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place where timing matters. You
have to be top of mind when they
need your solution. Makes sense,
doesn’t it? You can’t sell something,
you can only match your solution
to their problem. They have to be
experiencing the problem in order
to value the solution.
WE’RE TALKING ABOUT BUILDING
RELATIONSHIPS AND GAINING TRUST
TIMING PLAYS A ROLE IN
SUCCESSFUL SELLING
BY DIANE HELBIG
SOAR TO SUCCESS
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F
EBRUARY
2017
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Business Acceleration Strategies