Attract The Right Job Or Clientele:
While in conversation with a four-year-old, I was reminded of three success habits salespeople use to their benefit. The same may apply to an everyday conversation as well as businesses of all types.
Also, speaking seriously with a four-year-old reinforces the fact that diversity counts on multiple levels. No matter the age, the country one is from, or gender, we can each contribute ideas that enhance our agenda for moving forward.
Diversity includes varying opinions and ideas from all cultures and age groups.
The four-year-old asked me why our skin appears so differently. Several differences were pointed out to me. I answered that change takes place as we age.
For business, it is imperative we possess the motivation to keep up with change. Either on the job or as an entrepreneur, we are to be open to questions and ideas from everyone.
The one question reminded me of the three success habits I advocate for businesspeople: Question, Listen, Clarify.
Sales are not about doing all the talking. Instead, the art of selling is about active listening. The term ‘active listening’ refers to listening to the other person’s perspective and then asking questions. Seasoned salespeople will continue asking related questions until they can’t think of another.
One distinguishing factor that builds trust is asking for clarification when something is not entirely understood. The request for an explanation builds trust with the prospective client. Another success factor is that of using comparisons and contrasts. Explore and analyze the differences between what the client, the competitors, and what we say.
Two Additional Success Factors
The winning factor is to recognize what we believe to be true may need an update. Doing our research on all levels is essential for building credibility and trust. Proving that we listen and take action, upfront further encourages our prospect to do business with us.
Last, commit to helping those following in your footsteps. Teaching what you learn as you progress, is an excellent form of giving. The bonus is becoming known as a leader.
The research regarding our prospects and competitors is to include:
- Market share
- Industry issues and high points
- Advantages and disadvantages of doing business
- The better solutions for client problems
- Ideal clientele
As research continues, it may be evident that a larger company can provide a more robust solution. In this case, a choice of two offers is viable. The first is to be the backup vendor. Next, offer a modest beginning to test whether everything we say proves to be true. Many times, the tiny upfront sales blossom into becoming the new premier vendor.
For More Insights Read:
- Are You Comfortable With Negotiation?
- Are You Ready to Update Your Perspective?
- Do You Focus On Your Prospect?
Your Story: Do You Have These Three Success Habits?
As simple as the three success habits sound, most salespeople overlook them. The urgency of a monthly quota and year-end bonuses interfere with logic. Prospects and clients do not care about your earnings but do care about what you can do for them.
The first indicator of how you work is whether you listen upfront to gain all the facts. Unfortunately, most salespeople allow their ego to interfere. Instead of listening, they talk without allowing a question into the mix.
You may have heard the expression, ‘slow down to speed up.’ In alignment with today’s story, it’s a good idea to slow down to fully listen to what people are telling you. As you do take time to listen carefully, hidden facts usually reveal themselves. Once everything is out in the open, you have an advantage over your competitors. And then sales arrive more quickly and frequently.
Sales is a two-way effort in the form of give and take conversations. Analyzing the day’s work is another style of slowing down to speed up. Take time to consider the following questions.
- Ask for your prospect’s input first
- Admit what you do not know
- Confess you cannot supply everything your biggest competitor has to offer
- Keep abreast of your industry updates and that of your clientele
- Openly ask questions of your prospects to learn more about them
- Compare and contrast what you hear with your perspective to gain a better conclusion?
Victory In Embracing These Three Success Habits
The slower process of a thoughtful question and answer meeting upfront opens more doors than merely focusing on one sale. Focus on the future by getting to know people well. Become familiar with their likes and dislikes. All of the above will point the way to new additional business plus referrals.
Your three success habits will transform into three monetary wins:
- Meeting Quota
- Earning Bonuses
- Gaining Recognition
Sales Tips: Do You Have These Three Success Habits?
- Question, Listen, Clarify
- Compare and contrast perspectives of situations
- Slow down to speed up
- Review each day’s activity for possible improvement
- Research the latest trends in your industry
- Inquire how clientele are adapting to new technology
- Offer your perspective in the form of inquiries
- Exchange related experiences through story-telling
- Gain diverse perspectives for a more robust solution
- Celebrate Success!
Today’s insights are provided to help you achieve the Smooth Sale!
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