Solutions and Service vs. Sales

Do you, someone on your team, or maybe even your entire team hate the idea of selling? If you do, you’re not alone, especially in healthcare and other service-related industries like consulting, speaking, and training!

But what if I told you there was an easy way to make sales without ever “selling”?  What if it was as simple as training yourself and your team to match your services as solutions to what the patient or client has identified as their own problem or desire? Nothing forced. Nothing manipulated. Nothing “sold” that isn’t wanted and/or needed.

And you certainly don’t have to succumb to unscrupulous tactics like in this funny Accenture commercial.

I’m good at sales, but I don’t ever feel like I’m actually selling. I look at the sales call as an exploratory conversation to assess what the client wants to accomplish or the problem they want to solve, and then I simply demonstrate how our products or services would do that, assuming I honestly believe they will. I feel absolutely NO PRESSURE to “make a sale.” I simply want to understand what their issues and desires are, and, then, if I feel we could genuinely help them, I show them how and express true enthusiasm for working with them toward that result.

I usually describe our “good, better, best” options and the benefits of each in solving their self-described dilemma and guide them to the solution that I feel would best solve their issues and show them why. I help them see a picture of what life will look like with a solution in place. Then, I give a couple of examples of how we’ve helped clients with similar issues. I tell them why I believe we could have the same great results and relay clearly how excited I would be to work with them. Then, and only then, do I ask how they feel about getting started. In other words, I ask where they are in the decision-making process so I know how to conclude the call. I will either acknowledge they are not ready and secure a follow-up date, conclude that we are not a right fit, or take the next step to get started.

I am never willing to talk about our services until I understand clearly what the prospective client really wants. What would be the point? I only want to work with those for whom our services are a great fit and for whom our services will truly help them accomplish what they want. So even if a prospect asks me to “go first” and tell them about LionSpeak, I’ll give a high-level overview and then redirect with some exploratory questions until I find the areas where I believe we could best be of service.

If you view “sales” as a manipulation, most people will hate it and fail at it. But, if you train yourself and your team to not just go through the motions of reviewing a health history but actually doing a proper interview, asking the right questions, and exploring what the patient might or might not be interested in, then all that remains is the absolutely fun, comfortable, and enjoyable conversation of showing how your services can meet their needs.

In addition, if you learn to properly close the conversation with social proof, enthusiasm, and a question to test where they are in the process, you’ll remove the feeling of using manipulative techniques and enjoy the process of truly serving. And you’ll make more sales. Period.

If you’re interested in helping yourself and your team to learn a simple process to make more sales, enjoy the process, and feel proud of the results, call us. We can help.

“Don’t celebrate closing a sale; celebrate opening a relationship.”

~ Patricia Fripp