What is your intent?

Selling a product or service can be hard, but buying a product or service isn’t a walk in the park either. After all, if all a seller cares about is closing a deal, and all a buyer cares about is they got a good price, then I guess they both walk away happy when that happens, but how often does that really happen, and how much value is left on the table?

What if… a sellers job is to be a buyers advocate? A real one. One who takes an oath to Do No Harm and truthfully finds and uncovers problems that they buyer is not aware of that can bite them in the ass if ignored. What if… a seller tells the buyer with full disclosure about the risks they might encounter when implementing a solution, and here is what they can do to mitigate the risk? What if…sellers stop using fakery and making up all sorts of scenarios to justify why the buyer needs to take action now?

What if…closing a sale became a side effect from doing a good job at helping buyers solve their problems?

It all comes down to intent and expertise. First and foremost, as sellers, we need to know as much as we can about the problems that we solve, and we need to stay sharp and keep learning. Every. Single. Day. When we share our knowledge with buyers with the sole intent to help them solve real problems we have done our job. More times than not, buyers will thank us by making a decision in our favor.