Sales Success is About Helping Clients Succeed

Helping clients succeed is the only reason in b2b sales to sell anything.  If a product or service does not somehow help a client to make more money (or prevent the loss of money), why would they buy it?

Helping clients succeed is more than just selling them a product or service that works.  It is about being a trusted adviser.  One aspect of being a trusted adviser is making sure that the solution provided is a great fit for the problem the client is trying to solve or the opportunity they are trying to capture.

How does one know if the solution will help the cient succeed?

BEFORE turning the focus to a specific solution, listen hard to understand their business including...

•  their market objectives and concerns
• their operational objectives and concerns, and
• their financial objectives and concerns .

Only at that time will the sales person know if their solution will help their client succeed. 

If the solution is a good fit, the salesperson is well equipped and morally obligated to sell his or her product or service.  If it is not the right fit, the salesperson is well equipped and morally obligated to suggest alternatives.

What!  Suggest alternatives!  Walk away from a sale?

Helping clients succeed requires more than market and product knowledge, asking great questions, and being a great listener.  It requires a Winning Sales Paradigm.  It requires integrity.  It also requires a belief that opportunities are abundant.  It requires a belief that helping a client by not selling them a poorly fitting solution will be good for sales in the long run. 

I guarantee the last one!  It will be good for sales!