The number one obstacle to building your business into a thriving entity may surprise you. In a world predisposed to pointing fingers and making excuses, we, as a general rule, overlook the biggest offender, the main reason for our lackluster sales… to quote author Walt Kelly, “We have met the enemy, and he is us.”

We live in a society that measures our success by the number of transactions that we generate, rather than the number of people that we help. And as a result of the pressure to perform, we actually become our own worst enemy by developing a “transaction mentality” instead of a “value added” intent. We all agree that people want to buy, but that they don’t want to be sold… and yet, in the very next breath, we sell, sell, sell. What’s wrong with this picture? More to the point, how can we assess the illness, and prescribe the cure?

When you attempt to push a sale upon your customers, you must realize that they go instantly into defensive position, and have established tried and true responses to your efforts. They use phrases like, “no thanks, I’m just looking”, and “how much does this cost?” They answer your advances with avoidance and objections, which are really just indications of their level of discomfort with the risks they perceive in doing business with you.

Your customers will react much more positively to you if you provide solutions to their objections – even before their objections surface. Here are a few solution phrases that can open doors by shifting the perspective from one of “how can I SELL you”, to “how can I help you”…

- We offer:
- We match:
- We guarantee:
- We help:
- We can:

View yourself as a trusted advisor instead of a salesman/woman and watch your customers surprise you with their lifelong loyalty! Go ahead, give it a shot… you have everything to gain!