BizSugar.com › Sales › “How Can I Help You — But First Let Me Tell You About Me”

My friend, Ardath Albee, and I were commiserating the other day. We see so many misguided approaches, whether they are sales people, marketers, individuals. They know the theory–yes, they’re supposed to be customer focused. They know they are supposed to talk about customer needs, problems, goals. They know they should focus on solving customer problems by proposing great solutions. But, to often it’s not like that. Just after the words, “how can I help you,” or “what are your needs,” leave their mouths — before we have a chance to respond — they go on and say, “but let me tell you about our products,” or “let me tell you about me,” or “can you help me?” The focus shifts immediately back to them and what they want.