Attract the Right Job Or Clientele:
Richard was upset that his contribution to a high-level sales conversation was shot down. The worst part is he began to question his wisdom and whether his experience is relevant. Knowing Richard’s style, I realized the problem is that he is far ahead of those unable to understand his ideas.
A bigger problem exists with those who make nasty remarks when they don’t understand. Not only do they halt everyone’s progress, but arrogance prevents them from learning. It’s curious as to how they handle subject matter expressed by prospective clients. Do they ask for more insight or clarification, or do they just ignore the topic entirely? I’ve known salespeople who will go as far as arguing with clientele. Arrogance kills relationships and all potential for business.
My Story
All types of communication will see far better results when we slow down to hear and comprehend what the other person is trying to convey. Snap judgments never work for either side. Judgment only serves to irritate others and kill opportunity on the table.
The best results arrive when we attempt to get into the mindset of the other people in the room. Underneath all of the styles for getting the point across is to speak with kindness and thought of the other person in the meeting. Strive to get their perspective first so that you will know how to position what you have to say and keep the conversation on track.
It is the sharing of our personal stories about our experiences that accomplish a genuine caring. People need to care to feel the motivation to do business with you. Conducting a conversation that is an equal give and take with respect on both sides enables us to get into the mindset of the people in the room. While this may appear to be the slow way to get to a sale, it is the sure-footed method that also builds the relationship. Over time, this communication style earns a returning and referring clientele.
The Sales Enablement Society has been rapidly growing around the world in the past year and a half. One of the main reasons for its success is the mantra that everyone’s opinion counts and together we may build a robust program. Please join a highly talented team of people at the inaugural conference. Click here for event details .
A recent Sales Scenario podcast, offers ideas for improvement with sales training. Observation shows how people take in information, and where the likes and dislikes reside.
Your Story
Think back to recent meetings whether on a sales team, a networking event, or in meetings with clients. Admit whether you were in a rush to get to the sale or if you took your time to get to know the people in conversation. Was there a personal exchange of stories as to how you each came to where you are today in your career? Were you able to learn something about their family or a special interest?
Everyone loves to talk about their experiences and what they believe to work best. By asking questions that relate to these topics, you allow the conversation to relax and become more energized. Otherwise, when you are all business, the opposite happens in that the conversations are dull and are without direction. It’s the personal touch that allows the truth to reveal itself regarding what the other person wants and how you may best deliver.
The next time you are about to go to a meeting, do a little research about the people who will be in the room. See if there may be any commonality of any sort to begin the conversation when you meet. A second route will be to comment on the work experience listed on the website or online profile. The details you find may well lead to an exchange of personal stories and a long lasting relationship.
Sales Tips
- Never rush to judgment.
- Savor the moment while in conversation.
- Listen to what’s being said and not said.
- Ask many questions.
- Exchange personal stories and experiences.
- Gain improved understanding from the sharing of personal insights.
- Ask how those experiences affect one’s career perspective.
- Inquire as to how you may best help.
- Together seek out possibilities for projects and sales.
- Celebrate Success!
For More Insights: Visit Elinor’s Amazon Author Page
“Communicate to Attract Interest”
Be A Story-Teller
As the CEO of Smooth Sale, after her near-death experience, Stutz adapted the motto, “Believe, Become, Empower.”Nice Girls DO Get the Sale is an International Best-Selling and is Evergreen – among the classics; HIRED! Helped many to secure the job they desired.
Today’s insights are provided to help you achieve the Smooth Sale!
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