As entrepreneurs we don’t sell products. We sell relationships. It’s not about helping our buyers solve problems; it’s about gaining an edge on the problem. Consider how you can serve the individual instead of how you can sell them something. Through our conversations with them, we want them to gain clarity, power, and help.
We need to be listening leaders. Ask yourself if you can provide an honest value to your clients. Your sincere concern will enrich your conversations. At some point, you will no longer relate to yourself as a salesperson but as a partner who looks out for the interests of your buyers and not yourself.
Look at things through your potential client’s eyes. Beginning today, look at your market as though you were a buyer. What do they desire? What dangers do they face? What are their strengths? Can you envision their opportunities? If you can answer these questions, you are a listening leader. Buyers will respond to you when you do so.