Think Like the Buyer

One of the simplest ways to get better at selling is to stop thinking like a salesperson.

Think like the buyer.

Before you make the call, send the email or walk into the meeting, ask yourself:

If I were them, why would I care?

Not:

What do I want to tell them?

Not:

What product do I want to sell?

Not:

What do I need to get from this meeting?

What matters to them?

Salespeople spend a lot of time thinking about their own objectives.

I need to get an appointment.

I need to uncover an opportunity.

I need to get the quote out.

I need to close this before the end of the month.

The buyer doesn’t care about any of those things.

They have their own world.

Their own problems.

Their own priorities.

Their own boss.

Their own customers.

Their own numbers.

Their own reasons for not wanting to change anything.

If you want their attention, start there.

Before you contact a prospect, take a minute and ask:

What might be happening in their world right now?

What might they care about?

What problems could they be dealing with?

What would make a conversation with me worth their time?

You may not know the answers.

That’s okay.

The point isn’t to assume.

The point is to get yourself thinking from their side of the table.

Then get curious.

Ask.

Listen.

Learn.

The best salespeople don’t just know their products.

They understand their buyers.

And that starts by remembering one simple thing:

The sales conversation isn’t about you.