You matter. A lot.
You matter a lot when it comes to whether or not the buyer will make a purchase with your company. Your selling skills matter a lot in determining whether or not the buyer is going to take another call or a meeting with you and your company. You matter greatly when it comes to whether or not this sale is going to advance all the way to a close.
Your buyers are determining whether or not to do business with your company -- whether or not to choose your product over all of your competitors’ products -- based largely on the way that they interact with you.
Selling Skills: Be the Best You
Here's what that means to you. It means, for example, that you need to think of yourself as ennobled, that you think of yourself as worthy of being the chosen partner for this buyer. It means that you need to demonstrate your willingness to create value. It also means you need to be on point in every engagement with the buyer to prove that you are going to create a meaningful and relevant and valuable experience for that buyer.
It also means that you can win business by bringing your best self to every sales encounter. It means that you can make behavioral choices that will engage the buyer and cause them to choose you as a partner, as someone they want to do business with.
The Proof Is in the Research
The behaviors that buyers prefer are well known to us. Our research found that there are 30 specific behaviors that will cause a buyer to choose you as their partner.
If you'd like to learn more about the preferences of buyers, be sure to get a copy of Stop Selling & Start Leading. You can find it on Amazon, Barnes & Noble, or Books-A-Million; or you can visit our website.