🔖 Sales is not about selling 🔖
That’s the key message we got from our new colleague Hans.
🎓 After three weeks at Ambits, Hans explained yesterday how he approaches clients and prospects and how he explains to them what Ambits is doing. The goal was not to teach us his way of working but rather the opposite; he wanted our feedback.
🎓 So, we did a role-play in which we took the role of a potential client and challenged Hans.
🎓 We admire Hans for being willing to put himself in a vulnerable position by explicitly asking for our feedback.
The takeaways from this exciting exercise are straightforward:
📋 People buy from people.
First, build the human connection. Only then talk about the product or service.
📋 People prefer stories over sales pitches.
Start with your personal story, lessons learned in life, and why you believe in the product or service you sell.
📋 I know your challenges.
Empathy is key. The prospect or client should feel that you understand their challenges, issues, or problems.
📋 Make them dream about the ideal future.
Fast forward to the future. If we would collaborate, when would you be satisfied?
📋 Become the trusted advisor.
It should be the ultimate goal, but it takes time. If the client spontaneously comes to you with their problems, you have reached the trusted advisor status. A trusted advisor doesn’t need to sell anymore.
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