Sales from your heart
Interview with Hiske Gude, sales expert and trainer at Sales from your Heart
Our guest in this podcast is Hiske Gude, owner of Character Sales, trainer at Sales from your Heart and co-author of the book of the same name. The term “Sales from your heart” is a consciously chosen contrast. The concept of sales is usually associated with drive, ambition, techniques and tricks, but not with authenticity.
The philosophy of Sales from your Heart is aimed at creating consumer loyalty between building a relationship of trust between entrepreneur and customer. This strong relationship with your customers is the most important condition for the successful sale of your product. In general, it is assumed that people act rationally in their purchases, especially looking at the price and quality of the product. This is a mistake. Trust and award is much more where a decision is made than on price. Think, for example, of pajama pants. At HEMA you pay around € 10 for this. At GUCCI you pay around € 1000. Is it possible that the quality of the second is so much higher that a price difference of € 990 is justified? Certainly not! Yet there are those who are willing to pay this high price.
Emotional processes are the most important factor when buying a product. It is therefore important that you address your customers from the heart. This means that you have to be convinced of your product and that you have a genuine interest in adding value to your customer.