Overcoming ‘no’ to get to ‘Yes!’
Does it seem as if selling your services or your talent on interviews is almost impossible, and that you might be better off quitting or not trying any longer? If you are hearing the answer, ‘No’ too many times, it may be time to consider the following ideas:
Your own message
Are you inadvertently sending off signals that the possibility, at hand does not truly interest you. This result is due primarily to not being properly prepared. Consider whether you research the company and industry deeply enough prior to meetings. The test is, can you adeptly apply your talent and knowledge to help fix problems at hand?
Verbal Communication Skills
Given your research, do you have questions in mind to ask before the actual meeting? Are you inquisitive when you do meet and are you actively engaged in conversation? When difficult questions are asked, do you ask for clarification in order to provide a coherent answer? Are you succinct in communication? How well do you listen, in order to provide an insightful response each and every time?
Emotional Response
Genuine emotions carry much weight for building trust, relationships and ultimately, the sale. Are you empathetic when problems are revealed? Do you show enthusiasm upon discussion of helping to resolve the issues? Visual clues seen by the other party reveal whether or not to move forward with you.
Positive Thought
What is your frame of mind when you enter an office? We’ve all heard that what we put out into the atmosphere is what we receive back. Having tested the waters early in my career, I can tell you it is true. The mindset affects everything we say and do. Believing whole-heartedly that you will get the sale or the job, prior to walking into the meeting, is the first step for making it happen.
Handling Surprises
On occasion, unusual requests will be made or you recognize it’s just not a match between you. Diplomacy will get you through the conversation and possibly having to part ways. It’s always best to avoid negative incidents so that should you meet in the future, you may do so on a positive note.
Friends
The best business development and sales technique is to treat everyone as a potential friend. This way, you eliminate seeming standoffish or not team friendly. Thoughtfulness along with integrity build your personal brand best and will lead you to the Smooth Sale!
Read Additional Strategies and Techniques:
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
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