Zig Ziglar said, "A customer will never care how much you know until they know how much you care." Why do so many salespeople forget, or worse yet, not realize this? The golden rule of sales is, "Sell how you want to be sold."Nobody wants to be identified as a "salesperson." We all strive to be consultants. But when all we care about is selling our RVs, rather than finding solutions and bringing out emotions, we miss our objective and ultimately cost ourselves money.If you are the elite RV saleperson that shows customers you care about them, rather than just telling them, you are far ahead of the game. It is amazing the power of those words that so few salespeople actually ask prospects:What's important to you about buying your next RV?"Think about your own buying habits. Sure, we all want to receive the best price, but we also want to believe our needs are being met. It's only when these needs are not met that we focus on getting the cheapest price. Remember the last major purchase you made. The odds are it was not the lowest price around. As much as you hate to admit it and insist you received the absolute greatest price known to the human race, you know had you looked a little further you probably could have found it for less.But you were happy with your decision. It satisfied your needs and desires and most importantly, it was YOUR decision, no matter how good or bad the salesperson might have been. You bought on your emotions. We all do. Here's a news flash: prospects are no different. They do not want to be part of a process where they are forced to purchase your RV. They want to be part of a long-term business relationship, and a true partnership. This only happens when they can express their emotions.People do not always buy from people they like, but I know of very few people who buy from someone they don't. A sale is not just about showing people you care but why you care and what it means to them. After all, don't you?
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