Original article from the Flevy business blog can be found here:
Selling can be sleazy when it’s manipulative. “Let me convince you to do something, so I’ll get what I want.”
If you want to grow your business, and feel good about yourself at the same time, it’s necessary to change the way you think about “selling.”
Everyone buys things. If you provide a product or service that has real value and helps people solve real problems, there is someone who will want to buy it. That someone is struggling with the problem you’re prepared to solve. They wouldn’t want a solution if solving the problem wasn’t important to them. So if you can help them solve their problem and do a good job of it, you have become their new best friend. They not only will want to buy what you have to sell, they will want to buy from you again and again because now they have begun to trust that you are someone who can help them solve their problems.
When you are able to shift your thinking from “I’m selling something” to “I’m serving someone by helping them solve a problem that they care about,” you’ll find yourself feeling great when that someone buys your stuff.
I have developed 5 ways to make that shift.
Step #1 – Be Clear on the Value You Offer
It all begins with you understanding; what are the problems you are uniquely qualified to help your clients or customers solve?
But you can’t stop there. What problems does your product or service address? What resources do you bring to help your customer/client solve those problems? Why should people believe that your proposed solution really works?
Make a list of the problems and then list how your product or service solves each problem. Make a list of the resources your customer or client will have at their disposal when they purchase your product or service. Then gather testimonials, endorsements, case studies and anything else that will demonstrate your solution really works.