Mark Cuban discovered the key to a successful sale when he was simply 12 years outdated.
In a recent interview with GQ, Cuban was requested what the “key to selling well” was. His reply: “You’re not trying to convince people. You’re trying to help them.”
He discovered this piece of knowledge at his very first gross sales job. At 12 years outdated, Cuban began what could be a lengthy and successful profession in enterprise by going door to door selling garbage bags, to make sufficient cash to purchase himself sneakers.
When promoting to his prospects, Cuban seen that every buyer would say one thing that might level out how the rubbish luggage would make life less complicated. “Sure, that makes it easier, I don’t need to carry this big box,” his prospects would reply to Cuban, he advised GQ.
That was when he discovered that promoting was about creating worth for purchasers as a substitute of simply convincing them he had a nice product.
Cuban went on to promote baseball playing cards and work as a salesperson at Your Business Software, a PC software program retailer in Dallas, Texas. Cuban constructed robust connections together with his prospects at Your Business Software. It was with their help that he was in a position to create MicroSolutions, his first firm, which he later offered for $6 million.
‘Put your prospects in a place to succeed’
The key to changing into a nice salesperson, he advised GQ, is to perceive what your buyer may use after which meet that want. “I always tell our salespeople, ‘Put your customers in a position to succeed and you will be successful,'” Cuban stated.
In order to do this, although, you want to be certified, ready, and in a position to give you the finest answer. The very last thing you need is to your prospects to say that you simply oversold or that you simply underneath delivered.
Convey to your prospects that you’ve one thing precious to supply, he stated — that you simply perceive their issues and that you will discover them “a better solution.”
Many studies show the link between high empathy and better sales performance, going again nearly 50 years to analysis carried out by psychologists David Mayer and Herbert M. Greenberg, exhibiting that individuals who had been extra understanding have a tendency to be extra successful salespeople.
Cuban’s recommendation to get to know your buyer and their points, after which supply them helpful options, can also be essential if you’d like to develop a thriving enterprise. As a part of Amazon Insights for Entrepreneurs sequence again in 2018, Cuban said that the key to being a entrepreneur is putting sales first and realizing that “selling is helping.”
“The whole concept of being a great salesperson is not about who can talk the fastest, it’s about taking the time to understand the needs of the person you are selling to,” Cuban stated. “You have to be able to sell and do you know who the biggest salesperson in your company has to be? You.”
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