“When you value the buyer before the sale, you’re more likely to set yourself up for success.” – Meshell Baker in today’s Tip 942
How do you give value to your buyer before the sale?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker. Meshell is an Authentic Selling Crusader who trains business owners and sales leaders around the globe, to identify, qualify and contract with more ideal buyers, creating more time for the work they love. She has an amazing gift of clarity and is renowned for inspiring and implementing experiential sales excellence. Here she is:
Meshell Baker: How often have you actually gone into a sale as a seller thinking about what could go wrong being nervous and just really hopeful and in some cases desperate that you want to close that sale, to make that commission, to get paid that money, to have that trend PayPal transaction show up on your phone because they said yes. The problem with that is that you’re focusing on the possibility of the no. And what I’m sharing with you today is value. V-A-L-U-E, value the buyer before the sale. And it’s about that future focus of understanding that you get to create an incredible outcome by holding the vision of it going well.
So V is for the vision. Again, what would go well, why is this valuable to not just you, but the buyer? Many times sellers think about getting the sale and cease to stop and pause and go. What can I focus on proposing that’s valuable to the buyer versus focusing on the close that’s valuable to you. So again, the vision of a win-win for all involved.
A – Align your beliefs and your behaviors. When you are prepared to do business, you prepare for the yes. Sit in that space. If they say yes, what’s the next step? How are you going to follow up? What’s the contract? Do you have an email prepared? So many people are nervous about the no, they never take the time to prepare for the yes and align their actions and activities ahead of time of even jumping on that call.
Then the L is listen. Listen for the cues. When you are queued up and ready for them to say yes, you’re more calm. You’re more likely to ask questions because that’s the only way to listen is if you ask the question. So you’re more prepared to actually ask questions that are aligned with creating incredible value that is more likely to lead you to the yes. See where I’m going with this?
And then the U is unlimited resources. Most times in life, there’s only one problem and there’s unlimited access to resources. And you only get there when you’re focused on the possibility of a favorable outcome. When you’re thinking about a no, that’s the one problem, the negativity. When you are saying yes to the possibility, well, possibility is unlimited. So you become more resourceful. You begin to think. You get calmer. You begin to have your imagination kick in, which is infinite and endless. So being resourceful, requires that you believe in the possibility of a yes. You believe that this is valuable and understand that no doesn’t mean not never. It just means not now.
And then the final letter, E is experiment with excellence. Remember, success is the person who is willing to do what the unsuccessful won’t do. There is no success without being a student of your craft. There is no success without repetition falling down and getting up and repeating. Rinse and repeat. Just keep going. Your willingness to know that your mastery of the sales call, the process, your products, your ideal clients that incredible outcome that you believe that you’re capable of creating comes with your experimentation.
And like any great creator or innovator in our history in our world, they focus on creating the result. What is it I’m going to create and they just keep experimenting and tweaking and refining the result of that on that next step. “Oh, that didn’t work. Let me tweak it. That didn’t work. Let me tweak it. Let me change it. Let me evolve. Let me go study. Let me go talk to someone and collaborate. Let me ask my colleagues questions.” There are so many ways for you to create incredible outcome for yourself and for your buyers. When you value the buyer before the sale, you’re more likely to set yourself up for success.
So glad to bring you this tip. And I’d love for you to join my mail list and to get more tips like this through my email list of a subscriber link is included as well as connect with me on LinkedIn so we can share and trade all of these tools that we use so that we can be valuable to our buyers. Have a great day and thanks so much!
Scott Ingram: For the video version of this tip and links to connect with Meshell and join her mailing list, just click over to DailySales.Tips/942.
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!