Bridge the Gap for an Assured Sale
Find similarities between old and new careers
Last week I had the good fortune to be interviewed by Karen Ellenbecker, Host of Money Sense, WISN 1130. Today, a listener called to say she took careful notes and became motivated to switch careers but she had a question of me. She said the career she is after is to teach high school students whereas she now is a teacher’s aide helping young disabled students. She wondered how to overcome not having the exact requirements.
There is a technique called bridging; speakers and salespeople use it. You first speak to the other party’s needs and desires, indicate your skills are easily transferrable and then itemize how this is true. In her case, disabled children no matter what age brings an extra set of responsibilities. Speaking to the challenges she currently faces, it will be easy to transfer to working with teenagers. I explained rather than focusing on the differences, she needs to focus on the similarities and how easy the switch will be. Plus they will gain from her experience in handling difficult situations should they arise. My listener was very happy with the answer. i have no doubt she will soon hear HIRED!
The other piece of information comes from my first book, Nice Girls DO Get the Sale: Relationship Building That Gets Results. The advice of truly understanding your prospect first, treating them as a potential friend and then demonstrating you are there to solve problems, will enable you to more easily get the sale.
Should you have any questions, please write [email protected], I’m happy to assist and help you achieve a Smooth Sale of your own!
