Precise communication acquires precise clientele or job
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Finding common understanding is key to getting the sale or finding where your time will best be spent. Today I’ll make fun of myself yet demonstrate why it’s important to clarify when approaching a prospect.
I attended a green technology fair. One of the vendors was a business book store. It “appeared” to be a perfect fit for my two books, HIRED! and Nice Girls DO Get the Sale. To my confusion, the gentleman said, “We are a green bookstore.”
Confusion set in because there were hard copies on display. I wondered if the materials were recycled. Moving the conversation along this theme, I responded, “My books are in digital format for all types of digital readers.”
Bob patiently said, “No, I mean the theme is green companies.”
To which I replied, “Forgive me, I’m a salesperson so I have one more question. How about my book, HIRED! so that people can learn how to interview best for a green career?”
Bob laughed, and said “Great try! However, the theme of the book has to fit the model too.”
The lesson here is that you must try all levels of communication to find if there is a fit or know to move on. Today it just wasn’t to be. I found a number of wonderful leads which I will follow-up on next week. Persistence is key in sales and you need to view yourself as a mediator – finding the common bond that ties you to one another.
When you successfully communicate in this manner, you will attract the right job or sale ~ and it will be a Smooth Sale!
