Attract the Right Job or Clientele
You may be wondering if it’s even possible to be a problem solver by using a relaxed style. Yes, it is, and it becomes one more way to distinguish your personal brand. In fact, people will come to admire the ease of working with you to become a loyal clientele.
Question, Listen, Clarify to save the day.
My Story
Resolving problems is very similar to making a sale. No one sale is perfectly smooth, but we can navigate the waves. Experiences this past week, prompted today’s blog. Responses to disagreement were not thought out; instead, a mean-spirited and poor language diatribe were used. There is no doubt that the verbiage on both sides damaged relationships from that point forward.
Sales Analogy
Objections always arise at some point in the conversation. Even when you meet the nicest person who wants to work with you, it’s very likely that at some point perspectives will differ. Varying viewpoints are a given because our DNA and experiences are entirely different. It is essential to maintain a smile and ask, “What has been your experience?”
Instead of getting angry, as some salespeople do because they fear the loss of the sale, asking questions most often saves the day. As you dig deeper into the other person’s thinking, they reveal a personal side too that provides improved understanding. Furthermore, prospective clients appreciate your patience and that fact you are focused on them versus pushing a sale as most do. The fact is, when one pushes hard to attain the sale, it’s frequently lost.
Improved Sales Strategy
Gaining an understanding of the other person’s thinking leads to a strategy known as ‘bridging.’ The ideal is to find commonality between you. By viewing the highest level perspective of all provides the ability to incorporate thought of both parties. It may take a while to refine the requirements for the sale, but by agreeably working together, most often the solution will be found.
Your Story
Three benefits come from taking your time to get to know your prospective clients while not pushing the sale. Consider whether any adjustments are to be made in your approach as you review these benefits:
- You develop an appreciation for one another, and the relationship builds.
- As the relationship blossoms, very often so does the size of the sale.
- Focusing on the conversation instead of the sale initiates a returning and referring clientele.
For more insights on building sales and a loyal clientele, please consider registering for the SalesExperts series found on the BrightTalk Channel. We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell with improved results. I will be presenting the Sales Excellence Webinar on April 13 at 9:00 a.m. PT / Noon ET:
Sales Tips
- Be the best version of yourself in sales meetings.
- Leave anxiety, anger, and stress at the door.
- Prepare well by researching the company and industry.
- Exercise before important meetings to get the adrenaline flowing.
- Mentally review the top talking points before entering a meeting.
- Get to know people professionally and personally on initial meetings.
- Ask for clarification on anything you do not understand.
- Develop trust and the relationship.
- Come to agreement on how you may best serve your prospective client.
- Celebrate Success!
Following these guidelines will lead you to the Smooth Sale!
P.S. Send us your sales related questions to elinor@smoothsale.net
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