Practice Golden Rule Selling - Brian Tracy

Practice Golden Rule Selling

To improve your sales performance, adopt the Golden Rule mentality.

To improve your sales performance, adopt the Golden Rule mentality. The Golden Rule says to, "Do unto others as you would have them do unto you." It also says, "Love your neighbor as yourself." The Golden Rule mentality in sales, says simply, "Sell unto others as you would have them sell unto you." Different Strokes For Different Folks What does this mean? Aren't there all kinds of different personalities that require different approaches and techniques? Well, yes and no. Practicing the golden rule in selling simply means that you sell to other people the way you would like to be sold to. You sell with the same honesty, integrity, understanding, empathy and thoughtfulness that you would like someone else to use in selling to you. Care About Your Customers Perhaps the most important part of golden rule selling is the emotional component embraced in the word, "caring." Top sales professionals care about their customers. They care about themselves, their companies, their products and services, and they really care about helping their customers to make good buying decisions. If you think about the very best salespeople you know, you will recognize that they are caring individuals. They Don't care How Much You Know If you think about your very best customers, you will recall that these are invariably people you care about, and who care about you. When you think about the people you buy from, you will recall that they seem to care about you more than the average. In every part of your business life, you will find that the significant people all have the denominator of caring as part of their character and their personalities. Action Exercises Here are two things you can do immediately to put these ideas into action. First, resolve today to sell to your customers with the same honesty, empathy and understanding that you would like them to use in selling to you. Second, take time to genuinely care about your customers, their individual needs and their unique situations. Make people feel important and they will make you feel important.