I need to own my decision Mr. Salesperson

As a Salesperson who believes that he is more of a consultant to customers than purely a salesperson, I believe that this is one inherent need of a customer- I need to own my decision.

If you look at it holistically this is one inherent quality of human beings. We are an intelligent specie & that's what really differentiates us from all other species. We can use our intelligence to take well informed decisions & don't need someone else to take decisions on our behalf. Let’s look at the flip side of this intelligence now. We want to make the best of our lives & in that endeavor we sometimes try to influence other people's decisions to make them work in our favor.

Does this scenario sound familiar? I am sure it does when you are a Salesperson. As they say, to Sell is Human! Sales cycle is similar to Life where Customer is the King! As a salesperson, the earlier we realize this the more effective we become. When I go to customer meetings for the first time, I am not there to sell but to solve my customer's problems. I am there to understand their Business model & what really drives them. What are some of the issues that are faced by the Business hampering growth & what are the top priorities that will help take their Business to the next level. Understanding some of these things help me add real value as a Salesperson. Once you start consulting & add real value, you are there to provide all the necessary information to help them take the right decision. However, the final decision rests with you Mr. Customer!

Another important aspect of being an effective Salesperson is to realize that when you sell, the obvious question that comes up is 'What does it cost?'. However, Cost/ROI= Value- Price. Based on this formula, you are always BEHIND if you haven't proven the value. Provide value rather than sell, you'd end up Selling more!

Do some of these things right & you realize that the chances of getting the deal is much higher & most importantly you have developed a relationship based on trust that would last for years to come. Even companies today are focused on maintaining quality relationships with customers as the cost of acquiring a new customer is much higher than the cost of maintaining and growing an existing one.

So always remember, I need to own my Decision Mr. Salesperson!

Happy Value Selling!