By Matt Dillon | Account Manager | Pureflow, Inc.
Sales can be defined in many different ways, but being successful in sales can be summed up into one word: Serving
I truly believe that at its core and in its purest form: Sales is Serving
Simon Sinek says it well when he says, “people don’t buy what you do, they buy why you do it. Customers are more informed than they have ever been. That means you have to have more than knowledge or a smooth closing line to entice someone to buy. As a sales professional your customers buy from you because they know they can trust you. Why can they trust you? Because it is obvious that you are more interested in serving them well than gaining another sale or collecting a commission check.
There is a saying that goes, “people buy from those they know, like and trust”. There are three variables to this saying.
First of all it takes time for your potential customers to get to know you. This means you need to slow down and actually try to get to know them, understand their business, and to genuinely care about their work and personal life.
Second, your potential customers need to like you. This does not mean they want to be your friend or go on vacation with you and your family. This means they are willing to spend time discussing their needs with you and are willing to listen to your solutions.
Third, most importantly is trust. Max Cates writes that “the three components of trust are care, integrity, and competence.” At the core of what you do, can you honestly say that you care about your customers? I will let you think about that a minute…
Lasting trust is built by having integrity. Sales professionals should operate solely from an arena of unquestionable integrity. Are you competent in what you do and have the necessary knowledge of the items you are selling? Continually work to be the go to expert for the solutions you provide.
Working with customers who believe in why you do what you do and partner with you is incredibly refreshing and rewarding. It takes a lot less work to grow a successful sales career with serving and trust than it does any other way. .
Feel free to use ours or create your own purpose statement for how you will serve your customers.
This is one our team has developed:
Our main purpose is to serve our customers well and to provide them with turn-key solutions to meet their needs.
Matt Dillon is an Account Manager at Pureflow, Inc. and has been a member of the Pureflow team for over three years. His project management background and extensive field experience have helped him develop a well-rounded understanding of the water treatment business. He has a passion for people with a focus on management, team building, and customer care. Currently his focus is on the development and growth of Pureflow’s Pre-engineered Division with an emphasis on the biotech and pharmaceutical industry.
Article is re-printed with permission of Matt Dillon. Unauthorized reproduction of this article and/or use in any form is strictly prohibited without the expressed written consent of Pureflow, Inc.