A Paradigm Shift to Sales: #5 Sales Is the Ultimate Form of Customer Service—Not the Absence of It

In this edition of our Broker Success Series, Artur Budimir, Account Executive and Broker Success Advisor, talks about the sales mindset necessary for broker success


Saving the best for last, this paradigm shift takes a complete 180-degree mindset switch. Most salespeople look at sales as the opposite of customer service. In fact, most salespeople detest customer service, thinking it gives the client the upper hand and is generally a waste of time because it doesn’t make them any money. Although logical, this approach only “benefits” you in the short-term. In the long-term, it will kill more sales than it will save you in time. But think about it for a second and take it a step further.

What is bad customer service?

Selling someone a product that falls below their expectations.

What is good customer service?

Selling a product that is in line with the expectations of the client.

What is the best form of customer service? Selling someone a product that will exceed their expectations. In other words, it is selling a product they didn’t realize they needed, because it solved a problem they didn’t even realize they had! Now, you have a customer for life.

Sooner or later, everyone realizes the importance of being able to sell. It is a vital skill that you won’t get from parents, teachers, or schoolbooks. And the sooner you lay down this foundation, the better and easier your life becomes the rest of the way.

  • These paradigm shifts take a lot of work.
  • They are not an exhaustive list.
  • They will work with any sales style or approach.

Simply take them and apply as needed to your own company or circumstance. The unique beauty of sales is that there isn’t a universal formula of success that you be subjected to. So, create the formula that works for you, and enjoy!

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