As I mentioned last week, the real key to professional selling is in the discovery process. What you do in the interview process can go a long way in determining if the services or products you represent can solve an existing problem. Building on this, your products or services may be able to add something that will allow the company to perform better than it is currently.
Always remember that it’s possible for everyone to win. By asking good questions, you are able to decide if you need to expand the interview process or realize that what you do and what they want are simply not a good fit.
Integrity selling is really okay. Okay for all involved to come out with a win-win proposition. If it makes good sense for you to solve an issue then in return the customer gets something that makes their business life easier and more productive.
Have some fun this week and see if you can help someone solve a problem that maybe they didn’t know they had.
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