Client Driven Sales

In the 1970s, I learned Sales, the wrong way. Oddly enough, I had been doing Sales the right way for years. But I had not been doing it effectively the right way.

The right way to sell, is to place the client in the driver's seat. The salesperson asks questions, offers suggestions, provides advice, does research, but does not attempt to manipulate or overcome the client. The right way to sell, makes the salesperson a resource for the client.

I no longer do Sales, the way that I was taught. I have no desire to persuade someone against their will. But if I can help my clients, I go out of my way to find solutions which make their business more effective. If I can not help, I refer them to someone else - I don't try to get them to buy something which is not in their best interest.

Karen Swim wrote "Five Things Freelancers Should Know About Sales."