III. ON STEPPING BACK AND LOOKING UP

Sometimes you can loose sight of what Sales is all about.

Keep your head grinding long enough and you'll forget to even look up. I know it has happened to me in various moments of my life, not only in my professional path, and it has more than surely happened to most of you too.

Being able to step back and look up to see the greater picture is necessary and I've found that whenever I bury myself in a continuous task it means that I'm more than likely looking too close to see what it's all about.

What is it all about you might ask? People, that simple.

Sales is about people, sales is about understanding what aches someone, what are his needs and finding a way to solve it, if the problem matches your solution that's when the "Sale" happens.

Though we might forget that a great deal of getting to that point happened because that person "bought" you.

One of my first Sales trainers used to tell my team that.

She said: "It doesn't matter if everyone else does not care, as long as you care that's what matters, the client buys you".

You need to care for your client's needs, you need to understand how solving x,y,z would make their life better, once you do you have the most important thing to succeed, you'll have a reason why.

I believe there's nothing you can't accomplish if you have a reason why.

So every time I find myself prospecting, talking with a client I remember to ask myself: How much would it help him to get this solved?

It helps me maintain focus on what matters. I hope it helps you too.