Teaching is about providing quality insight as part of the sale.
If you’re a sales person, you’re a teacher.
Do you remember your 5th-grade teacher or your biology teacher Jr. year? Good, cause that’s you now. Like Miss. Kennedy or Mr. Jackson, it’s your job to cultivate the mind of your customer and help develop their mind around the problems they are trying to solve.
If you’re in sales you’re a teacher and the better you are at teaching, the better you will be at selling. So what kind of “teaching” am I talking about? I’m not talking about teaching about your product and all its fancy benefits and features. I’m talking about teaching your customer how to improve their organization, their business by helping solve the challenges and problems they are facing. It’s about bringing insight and information they don’t have or unfamiliar with to the table. Teaching is about providing quality insight as part of the sale.
You need to challenge your customers or prospects thinking. If you don’t have the insight or information that can teach your customer or prospect something new, you’re going to be relegated to the pack…and the pack is crowded.
Your job is to teach. Know more than your customer and then teach them. Just like your favorite college professor. It’ll make all the difference in the world.