Tuesday, May 15, 2007

Sales 411 cont...

In a previous post, I touched on selling self-acceptance and choosing a new thought around what selling really is. Today, I want to focus on something you've probably heard before and I think that it is an important component to success.

"People don't care about what you have to say until you care about what they have to say"

How true is that? Think about that for a moment - It is part of our nature as humans to want to be heard. Most people go through life just trying to be understood and when we are around someone who truly listens to us it is a breath of fresh air. And, what do we want to do? We want to be around those people as much as possible. Be part of their inner circle. We talk about them to everyone we know because they are the most genuine authentic people. They really hear us.

When we own a business or represent a business, we need to truly be in touch with what our clients need. We need to know what their challenges are, what they are excited about, who they are, so that we know how to best serve them. The only way to do this is to listen.

Listening is one of the best ways to sell. If you are in touch with your potential customer/client you will know how to work with them and create a win-win situation.

Be In Service of Others

Building on listening, let's go into service. I'm not just talking about excellent service on the part of us, our business/product, I'm talking about being IN service of others.

When meeting another person for the first time, do you screen them for potential customer status? That's a given. What about if they do not have a remote chance of being in need of you or your product? Do you write them off and move on to the next one?

What would happen if you looked at each person in terms of what you can do for them instead of what they can do for you?

Think of the people that you really like to do business with. What characteristics do they embody? How much of their success do you feel is in direct proportion to their ability to listen and really help you?

My challenge to you:

Practice really listening to everyone you connect with this week and find one way that you can be in service of them that exceeds their expectations. Comment on your experience at the end of the week.

Until next time....

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