Get Beyond Selling Your Product

There are ways you can bring value to your customer beyond selling your product. Of course, selling is how you earn your living. But selling successfully long-term requires building sound, lasting and trust-filled relationships with your customers. Don’t miss opportunities to develop the relationship even if it does not result in a sale in the short-term.

In the best of the solution selling training tradition, if you can think of a way to solve your customer’s problem (even if it does not depend upon your product/service), share your idea with your client. Perhaps you have an insight that will help. Or you have a contact who has experienced similar difficulties and can guide your client through to a successful outcome.

Here’s an example.  We just got a new puppy.  My wife went to the local pet store to get a doggie gate for the top of our stairs.  The sales rep advised her to go to another store and buy a child gate because they work better and cost less.  My wife did just that and was grateful.  That gratitude has been repaid many times over as she only shops at that local pet store for all of our needs. 

Are you truly trying to serve your customers’ best interests?

Be the trusted adviser who understands what your client is facing, tells the truth about what you see, and shares your expertise. Your client will appreciate that you are a person to rely upon…and not just “in it” to close a deal.