Killer Salesman

How would you like to be a killer salesman?

Would you like to be the top salesman in your company?

It’s not hard to do.

I can show you how to do it.

Are you ready?

Put the needs of your clients above your own personal needs.

That’s it.

Forget about what you want. Focus on fulfilling what the client wants.

I’m not talking about asking the client what he wants. Asking the client what he wants is not the same as putting the clients needs above your needs.

Putting the clients needs above your needs is the final common pathway into becoming a successful salesman.

It means that a client’s questions come before your frustration level.

It means that the client’s questions come before your need to sleep.

It means that the client’s questions come before your judgment about whether that client can or will ultimately buy your product.

Does this make sense to you?

It also means that the client’s ultimate decision to buy the right products for him comes before your desire to sell him your product.

You have to forget about your product.

That may be tough to do, but it must be done.

Look at your client as an individual with a problem that must be solved.

You have to get on his side of the problem and help him solve his problem.

You have to help him solve his problem even though the solution might be to buy a competitor’s product.

That’s what you want to achieve.

You want that client to understand that you are on his side first wherever that leads.

Once the client understands that you are on his side first, that client will ultimately be a client for life.

Yes, it’s true, they may not buy off you now, but they will perceive you as a friend.

Because they perceive you as a friend, they will come back to you in the future, and they will refer their friends to you.

You never know where you’re going to get your business from.

That potential client may not ever buy off you, but they sure will send you plenty of other people who will.

Never pre-judge someone as not essential to your well-being as a salesman.

You just never know who is holding the keys to your success.

Treat everyone with respect.

Shake everyone’s hand.

Never look at someone as a small guy or a waste of time.

Take the time to answer everyone’s questions even though it looks as if that person is wasting your time.

I can assure you you are not wasting your time.

God sees everything.

Additionally, we live in a moral universe.

Put the client’s needs ahead of your own.

I don’t care if you’re tired. I don’t care if you’ve had only two hours sleep. I don’t care if you think the person is a loser. Get on their side and help them out.

But it has to be in a genuine way. You cannot help them in a contrived way. You have to help them out because you enjoy helping people out.

Let me give you an example.

I’m a pediatrician. I handle all the calls for my own practice.

Many times on Saturday or Sunday I will get calls from patients who have never visited my practice. I’m not allowed to give them medical advice because I’ve never seen them before. I can however direct them to a clinic that is open to where they can be personally seen.

I will go through the time and effort to help them solve their problem. I will ask them if they have contacted her regular doctor. If their doctor is not answering the phone, I will direct them to a nearby clinic. I will ask them where they live at which point I can tell them which clinics near them are probably open.

I may never see these patients ever in my practice, but I’m going to help them out anyway.

Now, it may be that these people know another young couple who is looking for a pediatrician. It may come to pass that they may send me a young family with three or four kids.

I’m sure that’s happened. I don’t know that it’s happened, but it seems logical that it might.

That’s what you want to achieve in your company. You want to build goodwill within the community so that your name gets bandied about when people are looking for the type of service that you have to offer.

Do it, and you’ll never regret it.

Sincerely,

Archer Crosley

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