In my profession, I get a lot of questions about how to approach the sales process, and what strategies I employ in my own sales efforts.

The following story articulates the most powerful approach to conducting yourself as a true sales professional I've ever heard, and I'd like to share it with you.

My story begins with a comparrison between a farmer and a hunter. If you consider for a moment the most obvious differences, you'll note that a hunter goes in search of his prey, stalking them, and forcing them out for a clean shot. This is the same approach many salespeople employ in their job. They search out potential prospects (the prey) and position them to be sold (the kill). This approach is quick, shallow, and without reward for the customer. It's a one sided benefit.

Now, in contrast, let's look at the farmer. a farmer plants the seed, nutures the crop, fertalizes the soil, and grows his reward. He first contributes the effort, and recives the reward only after the crop has received it's benefit from the relationship.

This approach is too often passed over in sales. Whether it be pressure to meet quota, laziness, or otherwise, a customer will buy from you only if you nurture them first, supply them with their benefits from the relationship first. Only then will you gain their trust, and a sense of value from their relationship with you.

You see for a true relationship with your customers, even the prospective customers, it has to benefit both sides. Both the customer and the sales person have to see the benefit, i.e What's in it for them. You'll find that that customer is much more agreeable to the prospect of buying from you. Nobody wants to be sold, but everyone loves to buy.

So, as you ponder your approach to your position in the future, take the farmers approach to sales. Your reward will be great!

Regards,

Jon Berghoff

www.gecresults.com
Global Empowerment Coaching
7297 Lee Highway,
Suite D, 2nd Floor
Falls Church, Va 22042
Office (703) 635-7459
Fax (703) 349-6705