Over the years, sales has changed so much, as I am sure you have seen in your business. Often, you want the guy who closes deals and don't really ask how they do it. The end result is the only thing most companies care about. But let me tell you a little secret on how some of these salespeople are getting the job done. You use to need a system expert to sell your product, but with technology and customers having the ability to do the research themselves, it has shifted to more of making connections. Here are a few tips for you and your sales team on how to be compassionate with their approach.

Listening

This seems like an easy one to get down, and that is just listening to the prospects and what their end goal is. If your business takes the time to listen to what the consumers need, you are more likely to tailor the product to fill such needs and be much more effective at selling. Not a single person wants to hear about a product that will only answer one of their needs but rather a solution that will fulfill their entire list of requirements, whether it is personal or it is for their business. Feedback is the best form of research and development a business like yours can get, and often times it comes free, you just have to listen.

Do Not Rush The Process

Think about this for a second, you as a person and a business owner do not like to make decisions on the spot. You want to have the ability to process the information that has been given to you. Make sure your sales team knows that they do not want to just close deals but they need to make connections with people and let them know how your product will add value to their lives and businesses. Your sales team may have to take an afternoon to let some prospects digest the vast amount of information provided while also allowing them to weigh their own options, but the connection they build while making their pitch is what is going to stick out. As a business owner, you do not want them to rush the process, but rather be patient and respectable.

Provide The Solution

Treating the prospect with the upmost respect will pay dividends at the end of the sale. Providing them with research and solutions on how your product can benefit them and their company will do a lot of the work for you. During this process, be engaged and ask questions about what the prospect is looking for because your sales team may have something else that works for them as well—uncovering all their needs and meeting as many of them as possible will speak volumes. The prospect will know that you are not only selling something, but you are there to help and create solutions to their problems, not just make a dollar.

Be Available 

While in the process your sales team does not want to come off as being pushy but make their presence known and make it clear they are available. This kind of availability needs to be maintained long after the sales process. Knowing that they can reach out to an actual person anytime they have an issue will solidify any connection they have with your company. Customer service that is created here will make your business soar when it comes to word of mouth. Compassion sells more and more these days rather than cold hard stats, as those can be found on the internet.