Cultivating Relationships through Conversation Brings Success
Given that over 400 people registered for my teleseminar hosted by GlobalTeleclass, I recognized the subject matter of business development and relationship selling is a sought-after subject. Therefore, I have included the highlights of what you need to know to enhance your ability for receiving the job offer or gaining additional clients. It’s the quality of your conversation and how you lead it that will have others seeing you as the expert and the person with whom they wish to work.
Smooth Sale Techniques
1. When you meet ask questions about current challenges, associated problems, and deep down desires better known as the wish list
2. Ask for clarification on anything you do not understand
3. Once you have all questions answered, DO NOT TELL your ideas, but pose questions such as “Have you ever thought about…?” “Would you consider…?”
4. Take notes on the ideas that interest them the most and get the WHY
5. Once you have all of this cleared up – you now know how to present your ideas in their terms.
Your mindset of putting the focus on the other party first will have them liking you all the more. The underlying marketing message is you are sincere, trustworthy and therefore will bring more to the table than the others. This increases your probability of selling your programs or becoming the top job candidate substantially!
Added Notes:
1. As you speak and as they speak, watch body language & facial expressions – it’s the window into their mind. Stop mid-sentence if you see an eyebrow go up or arms fold – they have questions; you will do harm if you do not stop to ask, “Do you have a question?”
2. When they speak or you say something that brings a smile to their face or you hear passion – stop and note they sound excited and ask “Why?”
3. When the other party speaks to you and you suddenly have a fond remembrance, when they finish their sentence, tell them about your experience in a 1-2 minute story format and then bring the conversation back to where you left off. Story-telling allows them to get to know you, trust and have confidence in you further increasing the likelihood of getting the sale.
*** Starting off the conversation on a professional footing once the small talk has ended is easily done by asking, “You must be so busy, what caught your interest in meeting/speaking with me today?”
This one question will eliminate most of the B.S. and get you on a direct path to finding out where their interest lies.
Should you find the above of help, we are offering an Open Call and beginning a new series on How to Sell Yourself On Interviews. You will also find more sales know-how in reading our book, Nice Girls DO Get the Sale: Relationship Building That Gets Results.
I hope this is of help to you and wish you a very Smooth Sale!
