Morning Minute 3.14.25 How SERVING While SELLING Creates SUCCESS!

Reader:

Morning Minute 3/14/25:

“How SERVING While SELLING Creates SUCCESS!"

Recently, as my wife’s SUV lease was expiring, we initiated a search for a suitable replacement. To give her some options, we reached out to 6 different dealerships. One never responded. Two responded a week later…after she had already leased another SUV. One quoted us on a vehicle that was $400 over her budget. Another was extremely helpful, but did not have a vehicle for her. Eventually she leased a Honda Passport. That was 6 weeks ago, and there has been no further contact from that salesperson.

Experiences like this highlight why so many people have a negative view of salespeople. While there are many outstanding sales professionals, people’s general distrust stems from behaviors that make them feel undervalued, manipulated, or ignored. For long-term success in selling, here are 4 key areas that, when properly utilized, will help you create loyal clients.

1st: BE RESPONSIVE. Buyers expect timely communication that both answers their questions, and provides them with options. By responding quickly, you send a clear message that you respect them and that you want to serve them, rather than to just sell them. Your actions show that their time is important. Remember, lack of respectful engagement frustrates buyers making them feel unimportant, making them disengage.

2nd: HELP THEM SOLVE THEIR PROBLEM. Your buyers have either a problem they need to solve, or an opportunity they want to take advantage of. By identifying their motivation, and providing them with more than one option, they will perceive you as a professional who genuinely wants to serve them. High pressure tactics and/or ignoring what they want to accomplish, makes buyers feel manipulated rather than valued.

3rd: KNOW THE FEATURES & BENEFITS OF YOUR PRODUCTS: After identifying your buyer’s problem, it is time to share solutions. Explain the features of what you are selling and how those features address their needs. When a buyer asks a question, answer it directly. If you don’t know the answer, help them find the information they need. Vague or inaccurate responses reduce their confidence in you. Avoid performing a data dump. Overselling features that are unimportant to your buyer may cause them to lose interest in you, your product, or both.

4th: FOLLOW UP & STAY IN TOUCH AFTER THE SALE: To create customers for life. follow up with regular contact via phone, text, and email. Be sure to quickly respond to their calls and questions. Buyers don’t care how much you know, until they know how much you care. Staying in touch creates confidence in you as a professional and as a person.

Sales isn’t just about making a transaction – It is about building relationships. The most successful professionals create the trust that leads to repeat business, referrals, and long term success.

(PS: Of the 6 dealers I contacted about an SUV for my wife, the ones who never responded or delayed their responses were managers - not salespeople.)

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“How SERVING While SELLING Creates SUCCESS!"

That is today’s Morning Minute.

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NOTE: For all business owners, general managers, professionals, and sales managers:

Many industries are in need of specialized training for their key leaders that covers leadership skills, effective team building, communication skills, recruiting and retaining quality team members, and much more. (This was evident in the search for my wife's new SUV!)

To address this lack of industry specific training, I am asking you to share what your managers are struggling with and/or need to improve on in order to help your organization meet current and expected future challenges. Your responses will help me construct industry specific training programs to help clients meet both current and anticipated issues that are preventing your organization from meeting or exceeding your goals. Plus, your participation will earn you a one-time 25% discount should you choose to take advantage of our specialized training for your team leaders.