A successful salesperson never sells.

With over a decade of sales and presales experience, I strongly believe that the secret of success for a Salesperson is “Never to sell anything to customers”. People do not buy products or services, instead they buy you.

What do I mean by this statement?

A successful salesperson instills confidence and can charm everyone to sell any stuff. They usually are charismatic and passionate about their work.

“The #1 reason customers buy from you isn’t service, selection, quality or price — it’s your confidence! (Guerilla Selling)”

Most importantly, they focus to make their clients succeed by understanding their company’s mission, values, and vision. Clients want to know that you have understood their goals and business. They should feel assured that you care about them than your own sales numbers.

When the customer feels connected to the Sales opportunity, a close bonding is established. You cannot manipulate this bond. It comes out of legitimate interest and involvement and eases the gap to build a bridge between you and the client.

At this level of interest, you can sell anything to anyone. But paradoxically, it doesn’t come across as “selling” because there is no product or service at the forefront. Instead, there is a personality, an intelligent and compelling human being, developing a bond with one another.

So, how do you know when you have achieved this special bonding with your customers and clients?

Such customers with whom you have established this special bond, often approach you for advice on issues related to the service or product or business. This happens over a period of time and they will truly enjoy your company. They will be more than willing to refer you to their business associates for more business. Your relationship evolves into a form that cannot be defined by an order or a transaction.

As rightly said by Gary Vaynerchuk in this blog, step back from selling.