As I was perusing this Forbes list offering sage wisdom from top sales experts, I couldn’t help but be drawn to those quotes that dealt less with the sales pitch and more with the sales conversation.
It’s no secret that sales teams’ goals are closely entwined with closing deals and meeting quotas. But it may be a secret to some that engaging the customer with sales conversations, rather than canned speeches, are the way to drive success.
In a sea of (albeit helpful) tactical tips that drive measurable results, the five gems that shone brilliant enough to catch my eye were those that encouraged developing a sincere relationship with the customer to build trust and enable the sale.
#1. Guy Kawasaki, Author, Venture Capitalist and Technologist and former Chief Evangelist at Apple Computer
“Enchantment is the purest form of sales. Enchantment is all about changing people’s hearts, minds and actions because you provide them a vision or a way to do things better. The difference between enchantment and simple sales is that with enchantment you have the other person’s best interests at heart, too.”
My take: Be genuine. Convey that you are interested in providing a solution and adding value—not only in making a sale.