Are you attuned to the process of sales?
We all accept that learning is a process. Business is a process. Grief is a process. Even life is a process.
But many of the clients I have coached over the years have a lot of trouble understanding that sales is also a process.
If you are not respectful of the process, you can become frustrated and push too hard or make mistakes.
By the process of sales, I mean the ongoing method of listening, learning, solving the client’s issues and delivering the service or product that they need.
In other words, don’t tell the client how many speeds your washing machine will run at before you find out if he or she has any dirty clothes. Maybe the real problem is their sink full of dishes.
Many entrepreneurs are brilliant with their service or product development, self-disciplined to the level of an Olympic athlete, but woefully unaware of the true nature of sales.
They have an idea that sales is all about just having a pleasing personality and a good product or service, and taking the client’s money in return for delivering their offering.
That kind of thinking is the same as considering if you register for a course and read your textbook that you are going to walk away with a full degree.
You are ignoring the process, the gentle art of give and take, the relationship building, the flexibility and small customizations that all come into play.
Selling is more of a slow dance than a tango. But it is just as sweet and exciting when it ends.
Sales is not a one-stop shop where you run in, drop off an item, grab the money and run.
This is really important to understand if you are running a one-person company and you feel that your sales are not quite what they should be. Your first instinct is to blame yourself for not having what you think is a “sales personality,” when in reality, you don’t have a sales process.
Every personality can make a sale if they pay attention to the process.
“Your personality will only carry you so far,” Zig Ziglar, master seller and personal development specialist says.
It makes no difference to your sales figures in the long run whether you are analytical and quiet or free-wheeling and gregarious.
How can you be respectful of the process?
Never visit a client without studying their website and becoming aware of their business story and the products or services they offer.
Check out their Facebook page as well to see if there are any current issues or activities they are currently focused on.
Go the extra mile and do a little research on trends in their industry in general. Consider who their biggest competitor is and what they are doing differently to compete. What would make you go to this client compared to the competitor?
Your research may not tell the real story of your client, but it will give you enough general knowledge to pose perceptive questions and get a better idea of how you can offer solutions to them.
Adopt the role of helper as much as presenter.
Paula Morand is a leadership building, revenue boosting, strategy expanding keynote speaker, author and visionary. This dreaming big and being bold leadership expert and brand strategist brings her vibrant energy, humor and wisdom to ignite individuals, organizations and communities to lead change, growth and impact in a more bold fashion. 24 years, 27,000 clients, 34 countries, 15 books, former radio personality, 11x award winning entrepreneur and humorous emcee.Check out Paula’s best selling books: “Bold Courage: How Owning Your Awesome Changes Everything”, “Dreaming BIG and Being BOLD: Inspiring stories from Trailblazers, Visionaries and Change Makers” book series; and due to be released soon “Bold Vision: A Leader’s Playbook for Managing Growth” go to Amazon http://ow.ly/i8yW307ix67
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