Are you believing the consultative selling style of last year no longer works?

This was the announcement made at a morning breakfast meeting today. I was eager to hear what does work better today so that I could relay the new methodology to you. But then I heard the following words,

“What works today is Fear-based selling. You have to make your prospects so afraid they willl lose everything unless they hire you!”

I cringed.

My belief is that fear-based selling will be very short lived. A mindset shift from this notion is a requirement. My clients are taught to build relationships because this method is life-long and you will be remembered forever.

To illustrate the point about being remembered, a woman saw me from afar at today’s meeting. She ran up to me to say, “You spoke at our conference two years ago and we are all still raving about how good you were! Please consider speaking again next year.”

Relationship selling builds your business neighborhood, gets everyone talking about you and spreads the word for a return engagement. When you over-deliver on expectations to ensure satisfaction, business development will take off like a rocket. Your clientele becomes your sales staff and your business will build exponentially. Best of all, future prospects will become a Smooth Sale!