Motivating Others
The key to avoiding disagreements, making sales and getting the job is to motivate others to agree with you. This is where the sales cycle begins and gainng the agreement is the same as getting the sale.
The following is a process simulating the sales cycle that works to motivate friends, co-workers and potential clients to join forces with you. A very good lead-in is to asik iin your own words, “Before we get started, do you have any questions on your mind?” Begin by reassuring any fear in order to put it to rest. (The assumption is you are familiar with the work of the people gathered.) Then gain agreement that everyone is ready to move on to hearing your next best idea. Should there be multiple parts to your idea, pause between each one to ask for questions.
Simplicity, friendliness, and excitement all contribute to motivating other parties to see your point of view. However, it does not guarantee agreement will be immediate. Working to understand their viewpoints on each portion, by asking “What if…” and gaining mini-agreements through each phase will allow you to move forward to the next. You will know by the end of your presentation whether there is enough interest to move forward. Upon selling ideas, “the pre-close” can be as simple as asking, “What do you think?”
Working to findtthe middle point where everyone will be happy will lead you to the Smooth Sale!
Read Addtional Strategies and Techniques:
INSPIRED Business A New Vision for Building Business and Communities, Motivational Press
Nice Girls DO Get the Sale: Relationship Building That Gets Results, SourcSebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
