Have you ever wondered if there is a magic formula to making a success out of selling??
Well, I wouldnt call successful selling simply “magic” but I would call it a science. And its a science that I recomend anyone in the sales industry make an effort to understand.
Quite often when I am beginning a training course I ask the room, “who here is in sales?” Its a bit of a loaded question really, becuase obviously everyone in my seminars is in sales. From the owner of the company to the technician who fixes the equipment to the cleaner who sweeps the floors and does the dishes in the tearoom.
Obviously anyone who has anything to do with customers is in sales. If you look at every part of life with the right mindset you will understand that even if you are not in business you play the role of a salesman somewhere during the course of the day. If it be in an interaction with your neighbour, the postman, a nice looking member of the opposite sex or even someone you have met only for the first time. At a certain level we are “selling’ ourselves to them so that they react to us in a way that makes us feel worthwhile or gets us some kind of favor in their eyes. I think because we are human this happens automatically, without us even realising its going on.
Why do you think that public speaking is feared more than death itself.? Its because the fear of rejection is strong within us, the fear that we will not create a an emphathic audience who will listen intently, nod when we ask for feedback or laugh at all our jokes so we think we have them in the palm of our hands. What we are fearing is that our seales job wont be good enough and we will be rejected and made to feel small.
So, coming back to my opening paragraph, what if you could find some little secret ingredient, or technique that you could use to win over any audience, no matter what its size. Now wouldnt that be something.?? Well Im going to ask you to have a think about yourselves as someone you have just met for the first time. Here’s a chance to be really honest with yourself. What am I really like..?? Be honest.. How do people find me when they first meet me.. Interesting isnt it..?
Part of what I do for my clients is run their sales teams and support teams through personality profiles. Why? Well simply put we want to get inside their heads and find out what makes them tick. This kind of testing is not new but the way my team applies it is slightly different. Firstly, a profile is done to find out an employees suitability for the role in which he was employed for or whether he is suitable to be offerred a role. ( In the example of a job applicant). Secondly, the profile will reveal to his existing manager or prospective manager what his learning profile is, ( ie how he learns and puts that learning into action) Thirdly, how he may best be placed when he is to join a work team, so that he is in the best position to contribute. This all makes sense doesnt it and I would be surprised, given the nature of the people who follow this blog, if it was anything new.
But what I would like to add is this. By knowing oneself to this level of detail it gives you a good grounding in the technology of profiling. The benefit of this, is that when you begin to use this knowledge to relate to your clients, you are in a position of huge advantage.
Now here’s the really cool part. When in a sales situation, you have a first impression window of opportunity of about 12 seconds. In this time, your prospective client will make a decision on whether they are going to buy from you. 12 Seconds.. whew thats not long is it?? What do you think would happen in that 12 seconds, if you were able to work out what kind of personality type was sitting across from you, so that you could change how you were for them,to make them feel relaxed and comfortable and more important, TRUST you.
Woud that give you a huge advantage from the get go to establish rapport and therefore begin a great Salesman/client relationship? Hell yes!!!! Huge!!!
And like I said its a science…
If you are interested in learning how you might start to learn and understand this skill so you can put it into practise, simply email me and I will send you some links to some free video training I am doing on this subject. I will be doing it in conjunction with my friend and mentor Mr Eddie Goodup. ( See the chats with eddie series)
Remember, the faster your sales teams get to the rapport stage then the shorter becomes the sales cycle..Understanding your clients quickly will give you a chance to become their friend and ally. Which all goes towards having them as clients for a long time.
For details on the Video training series email me at moneycoach7@gmail.com
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