Service is Senior to Selling

Service is Senior to Selling

Service is senior to selling. The best sellers have a sincere desire to serve others. Selling then is the act of giving, not getting. Giving means helping others solve their problems with your product or service. In contrast, getting means being solely focused on your commission. How do you service buyers? Show them complete, uninterrupted attention. Anticipate their needs and exceed them. If the buyer wants one option, give them three. Make the buyer feel serviced, not sold. Problems are opportunities to help buyers. Solving problems means future sales.

If buyers are continually pressuring you on price, your level of service is not high enough. Elevated service eliminates price objections and enables higher margins. Buyers will pay extra for great service because they know that you will be there for them no matter what. Always look for ways to deliver a higher level of service to separate yourself from the competition. Service is the only way to higher prices and less competition over the long-term. The commitment to purpose and the highest level of service differentiates good sellers from great sellers.

All contents copyright © 2013, Josh Lowry. All rights reserved.

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