Value First, Sales Second

By: Peter Cullen, Business Development Associate

"Teach people how much they will benefit, how much your product or service will help them, and all of the things your product or service can do to help them achieve their goals and solve their problems. The more you focus on these values, the less important the price" - Brian Tracy

Do you want to increase sales? Do you want to grow your brand and be well respected? Building trust is how you're going to do it and how you're going to establish your brand in the market. Relationships. Relationships. Relationships. The backbone of any flourishing business.


Long Term

Think in a long-term mindset. Consistently worry and provide value to your current clients. Worry more about building those relationships, strengthening the trust, and keeping them as a loyal client. It's those loyal clients that will bring in new customers.

Clients, in the beginning, can easily be pushed away and bombarded when they look at you and see someone just trying to make a sale. Listen to your clients' needs, and develop a process that encompasses their goals. Dial-in on teaching rather than selling, it will come across more as personable and will show the client you care and want to help. Dive into the details by showing your client where they will see benefits from using your product or service.


It's a partnership, not a sale

Focus on the relationship, not the deal. The more you work together, the more your relationship grows.

No matter the product, no matter the customer, when you are making a sale you want to be seen as someone trying to provide value to another through the product or service. Let them know that you

are not working to make the sale and increase your profits, but rather that you are working FOR them and are trying to make their lives easier with your product.


Eliminate your clients' fears

A buyer's fears are one of the most important concepts to be aware of during a sale. During the whole process, when explaining how the product or service will make their life easier, constantly point out their fears in relation to the product and which aspects the product will be of service.

It could be the most valuable product in the world, but if it doesn't answer the client's questions and eliminate their fears, the client will never buy. LISTEN! It is imperative to listen to your client. The more you listen to your client and their needs and fears, the easier it's going to be for you to sell it when the time comes because you're the one who knows how it can help people.

"People don't buy products, they buy the results the product will give them." -Brian Tracy

Being Authentic

When a business is authentic, they are 100% transparent. They remain true to their values, are honest and trustworthy, and can reinforce their product with accurate evidence and skills.

Authenticity is a marketing trend that sets you apart from the rest. Being transparent allows for your relationship with your client to reach new heights due to connecting on a deeper level. If your client is comfortable with you, they are more willing to open up and ask the questions that need to be asked. At the end of the day, we are all human and make mistakes, but it's those mistakes that we learn from that lead us to get the win the next time. Be honest about what is working, what is not, and how you can make your product, service, and relationship with your client better for the CLIENT! Successful partnerships are built on trust and transparency.

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