There are two paths in business and there will be a time when you need to make a decision of which one to go down. Is your business strictly transactional? Or relationship-based. I always go with the latter, here’s why…
In our modern business landscape, people are much more discerning with their decisions and don’t like to be simply sold something, they like to arrive to it on their terms. When thinking about this, it shifts the perception of not what we’re selling, but why we’re selling. And why you’re selling is to develop meaningful business relationships — to serve.
Is your business strictly transactional? Or relationship-based.
[This is exactly what my Offer to Serve Methodology is all about. If you have not done so already please sign up for my complimentary training at www.powerfulsalessolutions.com]
What you’re selling is a resource, not a product. I came to this realization once I started giving out value instead of a product.
My biggest breakthrough happened when I started out in my first job selling conference sponsorships. I sat down in a job and I did what I was told. I pounded the phones, sold the conferences based on the value that I saw and I got some wins. Things changed when I had a client call me back and said “Daniel, I hate to ask this, but you do such a good job presenting the value of these sponsorships to me, my boss asked me to look at these ones in the states, and they’re a lot of money. Do you mind looking at them and helping me really understand how to get more value out of them.” This got the wheels turning. I said, “So you’re telling me that if I taught you to read between the lines and evaluate the sponsorship deals, that would be valuable to you?” and she said “Heck yeah!”
What you’re selling is a resource, not a product.
Everything changed at this point, I stopped calling people to sell them conferences, I started answering their questions by helping them evaluate. I gave them an empowering resource and the product simply followed. The second I switched to doing this, I went from making $300,000 in sales to over a million within three months. At the core, it was about helping — authentic outreach.
Let’s summarize: conversations will often lead to conversions.
Think about a way for you to take an element of what your company does and spin it into an offer to serve; something to help people do their jobs better. Get to know your potential clients; this might sound overly simple, but it’s the truth. Take them out for coffee, take them out to lunch. Figure out what they need to make their job better. You don’t have to sell them to your site, but relate to the needs of the people you’re talking to.
Conversations will often lead to conversions.
Don’t start with what you’re selling, start with something that helps them.
Daniel Moskowitz is the Chief Mentor at Powerful Sales Solutions in Canada and the founder of The Superhero Sales Academy. As a B2B sales professional for over 15 years, closing over 20 million dollars in deals during that time. He has worked in multiple industries and sectors, with hundreds of clients such as the Royal Bank of Canada, Wrigley’s, Jaguar, Rogers, Sunlife, Revera, BackRack, and Flight Centre. He has had the privilege of earning the trust of some of the smartest owners, sales leaders and marketers of the world's largest brands; while also working with many tech and non-tech start-ups and mid-level regional companies. Daniel is on an epic mission to change the way B2B sales are conducted. With a focus on Daniel’s Offer to Serve Methodology, businesses have a positive way to boost sales, develop amazing client relationships, leave a lasting legacy, and grow. Daniel has set a 10-year goal to teach 100,000 Entrepreneurs to sell with love, integrity and gratitude as his way to affect positive change in the world.