Thoughtful Thursdays – Give something before you ask for something
I believe we have all heard the phrase “It is better to give than receive” at some point in our lives and that for the most part we understand what it means.
People are much more likely to respond favourably when given something before they are asked to provide something.
Today’s sales thought is about what can be given.
In days gone by, the sales person was well equipped with promotional stuff as a way to show customer appreciation. It is still practiced today, but not to the extent it once was. Beware of people people bearing gifts comes to mind.
What I am talking about is the sharing of knowledge being what you give to your customer before asking for something. This knowledge can come in the form of emerging industry trends, potential business you see coming down the pipeline, or information outside of the business box that is of interest to your customer. They may even thank you for sharing your knowledge.
This is a softer sales skill that often does not have an immediate return. Building trust is an integral part of any relationship building process.
Think of it as a sales mindset and make a habit of doing it.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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