Selling in the ZONE
The old adage- People hate to be sold, but they love to buy – is truer than ever. The days of the ‘ Sure Fire Closing Statement’ and the ‘Glad Handing Slick Salesman’ are thankfully things of the past. Today it is imperative for sales professionals to truly get to know prospects and help prospects get to know them.
Selling today is about relationships. It is about attraction. It is about Trust. The customer has a need- a step they need to take. They must trust we can meet that need- help them take that step. They need to trust our belief in ourselves, in our companies and in our products / services. Trust comes easy when we sell (and live) in the ZONE
ZEST – Emerson said, “ Enthusiasm is the mother of effort, without it nothing great was ever accomplished.” As sales professionals, we must have authentic enthusiasm for our work. If we want prospects to get excited about our products and services, we need to have that excitement first. We need an air of gusto. Likewise, if we want people to believe in our products and services, we must believe in our Shpak products and services first. This shows in the way we hold ourselves and in the passion we have for our jobs and our lives.
Whenever possible, people do business with people they like. Passion for our lives and and our work makes us attractive. It draws people to us. We must be continually offering people our best attitude. Ask yourself: Would you want to talk to, much less do business with you?
ORGANIZATIONAL SKILLS – Structure is vital for the sales professional. Solid self-management (formally known as time management) leads to higher productivity and reduced stress. Our desks need to be workstations, not storage space or shrines to past accomplishments. We must be able to quickly find important information. Being well organized show respect for time (the prospect’s and ours).
Looking sharp is also part of organization. We must always be presentable. If we can’t even get ourselves together enough to look presentable how is someone going to see us as together enough to handle their challenge. Plus, how we present Stress ourselves shouts volumes about how we feel about ourselves and our work.
NETWORKING SKILLS – It is not just who we know, or who knows us. It is also, what we know about who we know Vestibulum and more importantly who TRUSTS us. Being known as a reliable (and likable) resource is the ultimate goal. The more we can present ourselves -in person- in a positive cheap nfl jerseys light the better. First impressions are powerful so turn someone on to you by tuning into them. When you PODSUMOWANIE meet a new person, show genuine interest in them and invest the majority of the time asking questions about them and their business. Powerful networking is totally linked to the other terms in the ZONE acronym. People are drawn to our enthusiasm, our respect for their time and our…
EMPATHY – Empathy is sympathy without pity. Empathy means understanding that people make decisions for their reasons not ours. Empathy is always thinking “ What that means to you, Mrs./ Mr. Prospect, is…” Empathy is focusing on benefits not features. Empathy is truly committing to doing what is best for the customer and working to help provide the right product or service to meet their needs.
The most powerful way to understand the prospect’s need is to ask CONCERT questions. In the medical profession, it is known that prescription without diagnosis is malpractice. The same is wholesale mlb jerseys true in the sales profession. We must ask a variety of open and closed ended questions to diagnosis the situation, so our recommendation (prescription) will meet the need.
Solid listening goes hand in hand with asking powerful questions. We must LISTEN to prospects. I don’t mean listen. I mean LISTEN. Calvin Coolidge said “ No man ever listened himself out of a job.” We must listen as if our life(style) depended on it – wholesale mlb jerseys because in a large way it does.
Get in the ZONE, and try to help someone.