To be or not to be … completely satisfied, that is.
If you completely satisfy a customer, you get to keep the money from the sale. If you want more of his money, you have to satisfy him again … and again and again.
You don’t get to take his satisfaction for granted or he’ll take his money and run to the next person that will cater to his every whim.
Having to bow down or beg every time you want to sell something to him will get old … very quickly.
You, as a salesperson, have to also get some satisfaction from the sale. My apologies to the Rolling Stones.
The real trick of sales is to find the mythical “zone” that exists to bridge the gap between his satisfaction and your own. Then the two of you can form a bond of sorts and can co-satisfy each other by selling and buying, buying and selling, selling and buying, etc.
The satisfaction has to run both directions or it won’t last. More apologies to the Stones.
This is what keeps me in the field selling face to face each and every day. The satisfaction I get from satisfying a customer who thought the process was going to be painful. Or expensive. Or elusive.
I love to see the relief on their face when they get what they want and it’s even better when it’s also what I know they really need.
If your customers leave you feeling drained, beaten, cheap and tainted, you’re in the wrong place selling the wrong thing to the wrong people.
If this feels like it fits you and your situation, take Mike’s Career Tip #14 – Get another job as soon as you can. Life’s short, sell hard !
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