Attract the Right Job or Clientele:
On occasion, we have the urge to blurt out our opinions but tend to hold back. We know that if we do say what’s on our mind, the other person will take offense. On another level, the perspective we hold would provide value. The decision of whether to speak or keep quiet becomes a balancing act, and on some occasions, it is an ‘Oh Well’ with fingers crossed.
Think about the typical dialogue between employees and management in the sales arena. Most often managers are so focused on numbers that they forget those who report in are sensitive human beings. Those who don’t have the right numbers in their forecast will soon depart due to ill treatment. Hiring, departure, and hiring once again cost the company far more money than if a sale faded away. The logic isn’t there. However, if the Manager were to ask, “How may another team member or I assist you?” the situation would improve. It is far more likely that the person would be inclined to stay, try his best, and make quota.
Today another type of conversation took place as it was a matter I volunteered for on behalf of a group. A game device was in disrepair and needed to be replaced. On two previous occasions, I made a written request that supposedly went to the person in charge. But my requests were ignored. Another group member was later told a form needed to be filled out. I volunteered once again. This time, I included a printed picture of the game device that clearly stated the official website and price point. All questions were answered on the form, and the printout provided the visual to avoid all possible excuses. Upon presenting the paperwork, I told the receptionist her help would be appreciated. I then asked if the person in charge was available. Upon hearing ‘no,’ a timeline was requested for everything to complete. Perseverance is key, and I will be checking in on the stated date.
As an employer or one who conducts sales meetings, building the relationships and obtaining the perspective of others first lays the groundwork for more in-depth discussions. Mentally review your recent conversations and consider if you were generous with your time to fully understand everything being said.
- Did you ask for clarification where needed?
- Were you inclusive and respectful of everyone in the meeting?
- Although opinions varied from yours, did you embrace those too?
Unfortunately, most people are so focused on the sale they forget they are dealing with other sensitive human beings. Once again, being professionally personal makes all the difference. As the relationship is built so is confidence in your ability to provide the solutions that are sought.
Embracing varying ideas from everyone is the magic for expanding sales due to being provided with hidden insights with which you weren’t initially privy. The potential sale becomes far more robust, and in the end, higher numbers become your reward.
- Let nasty remarks slide.
- Always use diplomacy. In team environments offer help.
- As a manager, provide coaching and other assistance as needed.
- The best strategy in sales is an inquiring mind.
- Ask appropriate questions until you can no longer think of more.
- Work toward consensus when more than one other person is involved.
- As you hear tough questions, answer directly and without hesitation.
- Answer everything honestly, with confidence and in a friendly tone.
- Ask, “When would you like to get started?”
- Celebrate Success!
Following these guidelines will lead you to the Smooth Sale!
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