I was doing some gift shopping at a local store yesterday, when I decided to go for a coffee in their café. I noticed that a salesperson was speaking with the store owner, a couple of tables away from me.
Now, if you asked the salesperson what he was doing, he’d tell you he was pitching a new product line to the store owner.
But he’d be wrong.
The salesperson wasn’t pitching. He was arguing with the store owner.
He was trying to prove he was right and that the store owner was wrong. They were now on opposing sides. By the time my coffee arrived, the salesperson was shaking his head from side to side in disagreement, as the store owner spoke. A few minutes later, the salesman left. Of course, he left without a sale.
If I’d spoken to the salesperson, here’s what I’d have said
A better approach is to position yourself as an asset to their business. A partner in their success.
For example, ask the potential client or customer about their challenges. Then listen. Take notes. Once you have a handle on what their challenges are, show them how your products or services can help them.
This is not only a superb way to build your business, it’s also a great way to build valuable business relationships.