A friend of mine, former client, and Sales Rescue Team recipient,
Dr. Julie Miller, recently started selling Quick Tip cards that I’m impressed with.
I wanted to share the “Five Nevers” which she listed on her Sales
In this economy, or in any economy, these tips help us to remember
how to position ourselves and just as importantly, to remember the buyer and where
they are in the sales process. It doesn’t matter if that process is in person, or
online, as sales people (if you don’t think you’re in sales, guess again). Many
of you know all of this, but I found it a good refresher.
- It is NEVER just about the price
- It is NEVER about features. It is always about benefits.
- It is NEVER just about the benefits themselves.
- It is NEVER just about what you want!
- It is NEVER about closing!
I know a lot of folks are going to email me about this post.
It is ALWAYS about closing. Or it is this or that. And, you may be right, partially,
with whatever you send. Let me simply clarify:
Dr. Julie Miller’s points in this little tip card are simply that we do what few
people do, and which I frequently advocate (actually always advocate), is it isn’t
about us. It isn’t about me and my company. It isn’t about my great service or product.
It is about the buyer, the person on the other side of the desk who has to listen
to us drone on and then say, “thank you for stopping by and telling me about your
All the while that person is thinking – they never asked about
me, the buyer. They never inquired about why or why this might not be a fit for
us. On and on. Dr. Julie’s NEVER statements are about thinking
carefully and conscientiously about the customer, the buyer and boiling down what’s
in it for them. Plus, if you can encourage them come to their own conclusions (which
they will anyway), you’ll come out looking like a caring sales person – who gets
the order. If it fits, of course….