Sales- It's Not Just A Transaction

“A proper ‘sale’ is the exchange of information, insight, and action that you bring to your prospective customers, friends, or family to reduce friction that they cannot reduce on their own.”

How do you solve someones issue?

5 Tips 

1.     Listen, learn, and pay attention.

2.     Help customers better understand their needs through questioning.

3.     Share your personal testimonial and how it relates to the customer.

4.     Provide product knowledge that includes proof of concept as to why your product is different, and better from others. 

5.     Offer a solution to their identified need and/or find ways to help them beyond the transaction.

It’s simple, if you’re not practicing the above points then your prospects and customers will have no reason to talk to you. 

I had 3 sales jobs before becoming an MLB agent, but selling copiers was absolutely the most humbling coming out of professional sports.

After being told “If you can sell copiers, you can sell anything”, what I quickly learned was that all printers and copiers had pretty much the same functionalities. So where was the wiggle room? The cost. It’s easy to sell against a competitor when you can offer a better price. BUT, those were often comparable as well. The question then became, WHY and HOW can I sell my product to a business that already has a copier and has seen pricing that is comparable? I needed to UNDERSTAND my customers and their business first.  

This is where ADDING VALUE comes into play. This would be where I separated myself from my competitors. Taking the time to invest in getting to know the people operating the business and learning about how they ran their business. Building personal relationships with customers builds trust. Trust can lead you to far more success when selling. It quickly became evident that there was a benefit to businesses leasing instead of buying copiers because if they were growing, they were constantly adding employees which meant a need for a machine that could handle the volume. On top of that, as technology advances, and copiers could handle more work, those that owned the copier would soon come to regret it as it would become outdated. Another value add was troubleshooting if the company was spending more than they needed on ink. To solve this, all they needed to do was update their copier technology (more than just ink) so I made it my mission to save them money and help with their efficiencies. It drove me to help those businesses, and helped me to sell a whole lot of copiers. This was all possible due to the personal relationships created, and if customer feels safe to share their needs, it helped me to better understand how I could help.

This is the foundation of my mission with Xendurance. It is important to me and imperative that I show you WHY we should be supplementing our diets, HOW our products are superior to any other brands and UNDERSTAND that artificial sweeteners, flavors and colors are cheap and harmful to your health. We are different. We use the most bioavailable ingredients at the effective researched dosage amounts. We invest in getting our products Drug Free Certified by Informed Sport & Choice. I want to continue to add value by opening people’s eyes to the fact that investing in your health can help to positively change outcomes. We should all be doing several things to better our health- eat wholesome foods, move our bodies daily, supplement nutrients, and get proper rest. If you’re on a budget, I believe your supplements should be a non-negotiable. You’re saving yourself time and money in the long run. Possibly fewer sick days, less trips to the doctor, feeling better, looking better, and having the ability to do more in your day. It’s a proactive approach to your health right now and in the future.

Team XND and potential Team XND, please remember when you’re approaching a new customer in your network or out of your network to buy products, it should never be just a transaction. Listen, learn and pay attention to them. Help them understand their needs from your perspective. Give them personal testimonial on what it has done for you or someone close to you, whether it is products or the business opportunity, or both! Provide examples on how everything works and offer a plan of action to help them get started. You are there to help. You have the ability have a lifelong effect on each customers health.

Cheers,

Jason St Clair

Want to get started with Team XND? Email me jason@xendurace.com or visit our website at Xendurance.com