Sell more: Stop Selling Permalink
Mike Myatt, blogger for Forbes.com, writes:
Creating or expanding business relationships is not about selling – it’s about establishing trust, rapport, and value creation without selling. ...
Engage me, communicate with me, add value to my business, solve my problems, create opportunity for me, educate me, inform me, but don’t try and sell me – it won’t work. An attempt to sell me insults my intelligence and wastes my time. Think about it; do you like to be sold? News flash – nobody does. Now ask yourself this question, do you like to be helped? Most reasonable people do. The difference between the two positions, while subtle, is very meaningful.
Great article, and a lot to think about. A corporate goal like "increase sales by 50%" can be taken two ways. One way would be to imagine that more people need to be convinced to buy your product.
The other way is to consider how you can add value and find the customers who most need what you are offering.
Create goals that communicate your actual intended action and aren't open to interpretation. Measurements should be customer happiness levels, not dollars of income (that may or may not have been pried from your customers' unwilling fingers).
Focus on the reason that your product exists and help it help people.