The Golden Rule for Sales

Hi, Tony Phillips here from Medical Sales Training. Now I don’t know about you but when I was growing up my mother always told me the golden rule, you know the one, ‘Do unto others as you have them do unto you’ or as what she used to say, “Treat others the way you’d like to be treated”. Now this is a pretty simple rule that many sales organizations and sales people understand, however it really needs to change just a little bit if you want to be effective in today’s sales market. It should go a little bit more like this “Treat others the way they want to be treated” this is really important when you are talking of communicating to a customer, and it’s the old ‘what's in it for me’ principle, you probably heard that before haven’t you. So WII FM, think of it as a radio station or a frequency that all your sales people need to be communicating in, they need to be communicating in the frequency of the customer. What's in it for them? What needs are you meeting of theirs? What problems are you talking about? Are you using their language? Are you in it for the sale, which is yours, or you are in it to help them, which is their frequency. Now we all know this, everyone talks about it, but I'm still seeing sales people everyday who aren’t talking on the WII FM frequency for their customer, and the reason is simple, reps like the tuning to their own station, it’s just the way they are; but your customers won’t care about your frequency, they don’t care about your problems about your needs for sales, they will tune out. So the more you can tune in to your customers’ frequency, the more you can talk about their needs and their problems, their issues, the more your customers would put you on the preset button and will listen to you when you turn up. So think about the WII FM frequency and make sure you use it all the time. Anyway I hope you enjoyed the video, see you next time. http://www.medicalsalestraining.com.au/ 1 Transcribed by Transcription HUB www.TranscriptionHUB.com