FM Walsh & Associates Inc.

Are You Selling To The Right Customers?

Great salespeople are passionate about their products and their customers.  Effective selling is not about trying to talk people into buying things that they don’t need or cannot afford.  Effective selling is about selling a solution – giving your customers something that they want.

Where I see people lose passion for selling is when they are selling to customers they are not comfortable with or just plain don’t like.  When Harvard Business Review did research into the qualities that make top salespeople, they were surprised to learn the number one trait was empathy.  People, listen up – how can you have empathy for your potential customers if you aren’t comfortable with them?

My business does well because I have a well-defined target customer and I am very clear on why they buy this product.  Whenever I meet a prospect I get excited because I know I have a solution for them!  If you are not feeling the same way when it comes to making a sale, you need to redefine who your customer is.  You need to be passionate about servicing your customers and if that feeling is not there, then find a different market.