• Learn How to Build a Powerful Personal Brand That Will Differentiate You and Allow You To Compete in the Global Marketplace.
  • Speak Directly to Client Interests

    The first loss of a sale or job interview is the one that hurts the most. It isn’t so much the lost time and money involved, but instead the realization there is so much to learn to succeed. Initially, one feels devastated, but when motivation to learn picks up so does the enthusiasm, and soon after the sales follow.

    Below are five errors people make who are either new to the need to sell or unmotivated to learn improved strategies. Included are suggestions for improvement.

    1. Little knowledge to share

    Before any meeting, particularly an initial one to get acquainted, research ahead of time will move the acceptance meter in one’s favor. From the start of the business portion of the meeting (after the small talk) the professional should ask a question related to what they learned ahead of time to ask for validation.

    2. Focus on what they have to offer

    Professionals should realize the sale is not about what they provide or about them. Instead, it’s about the client and how their situation may be improved. Moreover, it’s about developing trust by getting to know the person with whom they are meeting.

    3.  Talk incessantly without listening

    The relationship builds on a solid foundation by listening to the prospective client or employer. The most important aspect of the interview or sale is for the client-to-be or hiring manager to get their perspective across to the candidate

    4.  Overlook the required Q&A

    It is the professional’s responsibility to dig deeper into the dialogue to comprehend in full all ideas expressed by the prospect. The willingness to work toward a meeting of the minds further encourages the sale.

    5.  Do Not Understand the Intent of the Meeting

    To avoid all of the wasted time and loss of a sale, focus on why a meeting is taking place. The easiest way to do this is to ask in your vocabulary, “You must be so busy, why did you agree to meet with me today?”

    The direct question leads to an honest answer. Listen carefully. The more seasoned practitioners will keenly observe reactions to all parts of the conversation. Movements, gestures and facial expressions are indicators of how the messaging is being received. Additional questions related to the movements will have you appearing to be a mind reader.

    Listening and observing well advances you to the Smooth Sale!

    Sales Tips

    1. Stop the conversation should anything not appear quite right.
    2. Inquire as to what’s on the person’s mind.
    3. Should stress be evident, ask if a rescheduled appointment will be helpful.
    4. Ask how the person would like to move forward.
    5. Begin comparing reactions of your prospective clientele.
    6. Recall the prospects who became clients and if their body language differed.
    7. Stop the conversation should anything not appear consistent with words expressed.
    8. Gain permission to continue.
    9. Throughout the conversation gain agreement.
    10. Celebrate Success!

     

    avatar

    Elinor Stutz, CEO of Smooth Sale, delivers inspirational keynotes at conferences and authored three books: The International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, and her second best-selling book, “HIRED!” stems from community service. Stutz' newest book, "The Wish: A 360 Business Development Process to Fuel Sales" provides readers with a comprehensive plan for building a global audience. Kred ranks Stutz as a Top 1% influencer; CEO World Magazine named Stutz as one of “The brightest sales minds to follow on Twitter”. She speaks and consults worldwide.

    Tagged with: , , , , , , , , , , ,
    Posted in Job Search, People, Success Strategies
    Promote Yourself Newsletter
    Sign Up & Download For Free:
    10 Personal Branding Secrets You've Never Heard Before

    Leave a Reply

    Your email address will not be published. Required fields are marked *

    *

    Content Partners
    As Seen In