The sales job is not to judge others instead, it is to help them get what they want or need and make a profit from helping them.

The Old School Selling style is a needs/satisfaction selling process is that a sales person goes in to ask questions to find out what the needs are. This assumption is that needs actually matter and the customer actually knows what they want.

Sellers find out what the needs are and based on those needs, put a pitch, proposal or presentation together. This will usually lead to objections: too fat, too thin, too big, too small, too expensive, lousy value, not fast enough, too slow or simply I don’t like it because it’s the wrong color.

It is a sales game and everyone knows it. It is not as if this process is a real authentic conversation on either side. The salesperson has the intent to sell and get the buyer to buy and both sides know it. This system based on simple left-brain logical need draws the conclusion that people make decisions based on what they need. That is simply not true. When it comes to taking action and making buying decisions, you can bet the decisions will be emotional and win over intellect and logic virtually every time.

You only have to look to yourself as an example. You may have needed a new wardrobe for the job but if you wanted a new car, you bought the new car. The wardrobe can wait. We all experience knowing what we need but doing what we want.

You cannot assume the prospect can actually tell a seller what the needs are. The problem is the emotional wants may not be on the surface of the buyer’s mind but beneath the surface. People simply do NOT know what they need much less what they want.

{sidebar id=10 align=left}Change your thinking and CHANGE YOUR ATTITUDE. All things will change if you fundamentally change your philosophy. The customer is not a convenient money flow pipeline directly to your wallet simply because you are selling something.

The selling style today is not conquering people but giving support. People are far too enlightened and smart to let you get away with that for long. Your responsibility is to serve others and not assume anything and you will earn respect and build relationships.

A sales secret to eliminating objections is to focus on both the intellectual and emotional side of sales persuasion. Do not focus on needs over wants! If you make assumptions, you may be as wrong as you are right. It’s not your job to take that risk. More often than not, people will buy what they want. Need is WHAT they want, WHY is the emotion behind their action.

Start asking the question WHY; it leads to fewer objections and more sales.