Helping customers save money is helping yourself make money

作者：admin  点击次数：26  发布时间：2025-03-12

There is an old saying: "The world is bustling, all for profit; the world is bustling, all for profit." From this sentence, we should understand a truth: people care about real interests. When we apply this sentence to the market, it means that customers and salesmen are concerned about their own interests. However, in real life, many salesmen pay too much attention to their own interests and ignore the interests of customers, which results in customers' resistance and the business that could have been closed ends in failure.

As a salesperson, you must understand: what you sell is not the product, but the benefits that the product brings to the customer, and only when the product can meet the needs of the customer can it bring benefits to the customer. Only when the salesperson helps the customer realize his interests, will the customer pay attention to you, buy your products, and you can make a profit. If the salesperson grasps the interests of the customer, he will grasp the heart of the customer. Although the salesperson and the customer are concerned about their own interests, the two are fundamentally the same. Sales is a win-win art. As a salesperson, you must put yourself in the shoes of the customer and help the customer maximize their interests. In this way, you can maximize your own interests. Let's take a look at how Joe Girard used this win-win art:

When Joe Girard first started selling cars, he had a one-month probation period like all other employees. However, 29 days had passed and Joe Girard hadn't sold a single car. On the last day, as soon as the sky turned pale, he went around to sell cars with a depressed look. However, when it was time to get off work, he still hadn't sold a single car.

The boss was very angry when he saw Joe Girard's depressed look and was ready to take back his car keys. He told him not to come to the company tomorrow. However, Joe Girard refused to give up and said firmly: "It's not yet twelve o'clock in the evening, I still have a chance. I must sell a car today."

So he sat in the car and continued to wait. The boss looked at his stubborn expression, and a hint of ridicule appeared at the corner of his mouth. But Joe Girard ignored the boss's ridicule and stubbornly sat in the car waiting.

At midnight, the sound of a string of irons came into Joe Girard's ears. He looked up and saw a pot seller with pots hanging all over his body, shivering from the cold. The pot seller saw the lights on in the car and asked in a trembling voice: "Sir, do you want to buy a pot?"

Joe Girard saw that the pot seller was even more miserable than himself, so he invited him to sit in his car to keep warm, handed him a cup of hot coffee, and the two began to chat.

Joe Girard asked: "If I buy your pot, what will you do next?"

The pot seller replied: "Keep on the road and sell the next pot."

Joe Girard asked again: "What will happen after all are sold?"

The pot seller answered readily: "Go home and carry dozens of pots to continue selling."

The salesperson continued to ask: "If you want to sell more and more pots and sell them farther and farther, what should you do?"

The pot seller replied frustratedly: "Then you have to consider buying a car, but I can't afford it now..." In this way, the two chatted more and more speculatively. At dawn, the pot seller ordered a car. The deposit was the price of a pot, and the delivery time was five months later.

When Joe Girard handed the order to his boss, the boss decided to keep him. Since then, he has been selling cars while helping the pot seller find the market, and the pot seller's business has grown bigger and bigger. Three months later, the pot seller took away a delivery car in advance. In the next 15 years, Joe Girard sold more than 10,000 cars.

One of the important reasons why Joe Girard was successful was that he mastered the art of win-win. He communicated with customers to understand their problems, needs and expectations, and then found ways to help customers solve their problems. While helping customers realize their interests, he also realized his own interests. If Joe Girard did not consider the interests of his customers, could he sell his first car? Could he sell more than 10,000 cars later? There is no doubt that it is impossible. Therefore, as a salesperson, you must be clear that customers are more concerned about their own interests.

Brian Tracy, an American sales wizard, once said a famous saying: "Don't just focus on the customer's money!" Ford, the American automobile king, also said: "If there is any secret to success, it is to put yourself in other people's shoes." Yes, sales is a noble profession. As salespeople, you are providing customers with better products and services, helping customers solve practical problems, and making customers' lives more convenient and enjoyable. Yes, the key to sales is not the product you care about, but whether you care about the customer's pain or the problem they are eager to solve. As a salesperson, only if you think about the customer and help the customer solve the problem well, will the customer accept you, trust you and welcome you.

Coincidentally, George Herbert's selling an axe to the president also illustrates the truth that salespeople must consider the interests of customers. Let's take a look at the following story:

The Brookings Institution was founded in 1972 and is known for training the world's most outstanding salesmen. It once had a rule: when each class of students graduated, they had to design a practice question that best reflected the salesman's ability for the students to complete. Whoever completes the task will be awarded a golden boot by the Brookings Institution, the "Greatest Salesman" Award.

During Clinton's administration, the Brookings Institution once asked students a very difficult question: Please sell a pair of briefs to the current president. However, in eight years, no student completed this question. After Clinton resigned, the Brookings Institution changed the question to:

Please sell an axe to President Bush.

In view of the failures and lessons learned in the previous eight years, many students gave up. However, a student named George Herbert successfully sold the axe to President Bush. How did he do it? Let's listen to what he said:

"I found that President Bush has a farm in Texas and planted many trees. So I wrote a letter to President Bush. In the letter, I said: 'Once, I had the honor of visiting your farm and found that your farm had many cornflower trees planted