Attract the Right Job or Clientele
Over time, I realized that detective shows provide an excellent training ground for sales. Investigators work relentlessly to discover the motive behind each crime in question. Slowly but surely a replay of events leading up to the questionable circumstance takes place and is examined from multiple angles. As they begin to question events leading up to the catastrophe, all of the people connected to the presumed murderer are interviewed.
My Story
I find that successful sales calls and job interviews follow a very similar process. We need to find the motive for having the meeting. A problem exists, otherwise, the meeting would not be held. The other party may deny there is an issue unless we dig deep into the matter with questions. Just as the detective has a need to speak to everyone involved, so do we the salesperson or job candidate.
Find Motive
To eliminate denial, the best first question is, “You must be so busy, what motivated you to agree to meet?” By eliminating stall tactics such as “just curious,” you more quickly find the better match for a sale. The same holds true for job interviews.
Just the Facts
All business conversations are to be factual with the ability to back the statements up at any given time. In both cases, sales meetings and job interviews, we are in need of handing over the contact information of those we know. Our references need to confirm that everything we say is known to be true. All statements are to corroborate everything that was previously said.
Selling Your Talent
On those occasions when I wish to participate in something, I express my motive and entire reasoning upfront. Also included are the benefits others will receive by including me. Communicating this way eliminates erroneous judgment and wasted time, and applies to one-time events as well as on-going collaborative efforts. By working to uncover the motive, you find the better-matched opportunities.
Your Story
Give thought to whether you dig deep enough on sales calls, job interviews, or collaborative efforts to achieve your goals. As you contemplate previous losses and wins, mentally compare the process you put forth.
Review systems in place to decide if:
- You need to change your process
- More questions need to be asked along with involving more people in the process
- You uncover motive every time?
In anticipation of your forthcoming meetings, consider what you might change or add to your repertoire. Chances are there is a need to do a more thorough investigation. Most people tend to rush the sale. But when you are prepared to take your time and be thorough and meet with as many as possible, that’s when more doors of possibility open wide. The problem with rushing and overlooking meeting with seemingly lower level folks is that you also subtract from the final numbers.
When the approach is all-inclusive, others are appreciative and that encourages them to help you build out the sale for larger amounts. Most of all, you will be invited back for additional business as you build an admired personal brand in front of their eyes.
The new motive to have you return is they like you!
Sales Tips
- Ask questions to learn as much as possible.
- Meet people on the teams.
- Confer with executives and those in lower level positions.
- Treat everyone equally.
- Compare notes on what each person conveys.
- Clarify all inconsistencies.
- Offer to answer questions others may have.
- Confirm everything stated for moving forward.
- Ask for the start date.
- Celebrate Success!
Following these guidelines will lead you to the Smooth Sale!
P.S. Send us your sales related questions to [email protected]
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