There’s a negative stigma associated with the selling profession that’s undeniable. Its main source is from salespeople and customers having different goals. People can’t work together as a team if they don’t share a common goal. The customer’s goal is to make the best buying-decision. The salesperson’s goal, usually, is to have their selling be as persuasive as possible. These are two different objectives. It leads to customers describing salespeople as pushy and unpleasant to deal with. The long-term consequence is avoidance of salespeople by customers.
Selling To The Point gets salespeople and customers on the same team, working toward the common goal of buying. Selling To The Point means the point of selling is buying. Salespeople who Sell To The Point prioritize the customer’s buying over their own selling. It’s exactly what customers expect. Isn’t the reason you enter into a conversation with a salesperson, because you believe the salesperson will help you make a better buying-decision?
Only salespeople who are committed to Selling To The Point can eliminate numerous “internal” obstacles to decision-making that customers impose on themselves. A customer’s decision-making can go naturally and smoothly. For example, the decision to buy a birthday gift for a grandchild. However, customers often possess “internal” obstacles, such as self-doubts, that interfere with a normally easy buying-decision. Salespeople who Sell To The Point are aware of these potential “customer self-imposed” obstacles. Selling To The Point makes a science out of eliminating these obstacles. The result is an enjoyable buying experience for customers. What better way could there be for salespeople to cultivate great customer relationships?