The One Thing That Customers Want More Than Anything Else From a Salesperson Is HELP!

If you want to be successful in sales, there is only really one lesson you must truly live by. You need to be prepared to help your customers get the absolute best outcome for them REGARDLESS of whether that means buying from you.

Yep, that's right; if you want to increase sales you should forget about selling and focus on helping.

Why?

Because the one thing customers want from salespeople is HELP! The bigger or more important the decision, the more help we want. The more help we get, the more we trust. The more we trust, the better we feel about buying.

One of the biggest barriers to making major purchasing decisions is fear - fear that we'll get it wrong and waste our money, or fear that a salesperson will take advantage of us.

Your job as a salesperson is to put those fears to rest.

Chances are you have plenty to offer in the help department. After all, you sell what you sell every day - which makes you an expert in your field, and you know what your customers should consider before buying.

In many cases, what your customer thinks are the key factors in decision-making are only surface issues. You can help by teaching them what questions to ask to ensure they get the best solution for them (more on that in a future article!).

In short, your customer needs to feel genuinely that you want to help them and that you can help them.

So how do you do that - make your customers feel that you want to help them and that you can help them? Simple: first you tell them, then you show them how you will do it.

Introducing the Intention Statement - A Powerful Tool

One of the best ways to set up a sales conversation is to introduce a simple agenda early in the process. Here's a 4-step script for setting the scene with an intention statement:

1. Ask Permission to Set the Scene

Do you mind if I take a quick moment to explain the best way that I can help you today?

2. Tell Them Your Intention Is to Help Them Whether or Not They Buy

The most important thing we can achieve is to help you understand the best options for you regardless of whether that's my product or service.

3. Tell Them How You Will Go About Helping

So, what I would like to do is ask a series of questions to understand what is important to you and what the ideal outcome looks like. Once I understand your needs, I can make some recommendations.

4. Remind Them That You'll Only Sell If It's the Right Outcome

If we both agree that my recommendations make sense or are the right fit for you, then we can proceed. Of course, if I don't have a solution for you, I will do my best to point you in the right direction.

Why Intention Statements Work

• They communicate your goal to help the customer regardless of whether they buy, reducing fear of being "sold to."
• They show the process you will follow to understand their needs, making customers more open to sharing information.
• They allow you to guide the conversation and ensure customers consider the right factors.

Although it may feel uncomfortable at first, intention statements raise trust dramatically, which in turn increases your ability to sell. You don't have to follow the script verbatim - the key is telling customers you want to help them and showing how you will deliver that help.

What would your intention statement sound like?

Steffan