It’s Not Selling…


Many shop owners I speak with confide in me that they are often uncomfortable “selling” products and services to customers. Their view on selling is that they are trying to convince someone to purchase something. Successful sales people have a different view on what they do. They don’t believe they are trying to convince customers to do something. Instead they believe their job is to serve the customer by helping them solve a need they have. They know that when you turn your focus on serving the customer instead of serving the needs of the company or your own goals, it is much easier to enjoy and excel at your job.

One of the necessary ingredients of a happy work life is the belief that you are doing something worthwhile. Without worthwhile work, it is very difficult for people to find long term satisfaction. It is also very difficult to build relationships with customers unless you understand your value to them.

If you have employees who struggle with “selling”, they are probably focused on the wrong objective. You can help them find the true value of their job by showing them how to focus on serving the needs of their customers instead of themselves or the company.

Running a service orientated company goes way beyond just providing good customer service. The truly great companies understand that a service attitude is way more effective than service policy.

Categories: Framing and Management.

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