By Troy Harrison – Sales Navigator
What if I told you that you were your own profit center? I’ve said many times before that salespeople can, and should, be a self-contained profit generation machine. Salespeople who create profit for their employees and their customers never have to worry about their next appointment, their next sale, or even their next job – and they also don’t have to worry about being replaced by AI.
I’ll amplify – the ability to be a profit center is one of the most valuable qualities in business. The trouble is that most salespeople don’t understand how to create profit for their customers – or worse, they’re afraid to do it. This is because most salespeople think that they only way they can profit their customers is by the old “save them money” gimmick – which always results in chopping their price. That’s not necessarily the case, but to take the high road requires a lot of work. That’s okay, because we’re not afraid of work – right? Read on.
To be able to generate profit for your customers, you have to be willing to ask some tough questions. They’re tough for a couple of reasons:
First, these questions may require a high degree of trust from your customers, to get them to answer.