Groundbreaking
Sales® Skills: Portable Sales
Techniques™ to Ensure Success
16types.com Price: $7.99
Buy
Now at 16types.com
|
Groundbreaking
Sales® Skills: Portable Sales
Techniques™ to Ensure Success
Amazon.com Price: $9.99
Buy
Now at Amazon.com
|
 Introduction
“What happened? I didn’t do
anything differently from the last customer,
but she seemed turned off from the beginning.
Why wasn’t she interested?”
Sound
familiar? This is a common complaint among
sales people. In the midst of all the
“can’t miss” sales systems,
something is missing. In spite of doing
everything “right,” the connection
isn’t made, and the sale is lost.
Why?
The
answer is often tied to the incredible
differences that exist between potential
clients in their individual Interaction
Styles, or the way in which each person
interacts with others. An ability to pick
up on and address these subtle clues in
clients can mean the difference between
a connection and a turnoff.
The
genesis of the Interaction Style model
dates back to the works of many behavioral
scientists in the 1920s who wanted to
look at the way people behave in their
social settings. Their work set the stage
for identifying how each of us interacts
differently and the influence those styles
have on how the sales process takes place
(or doesn’t).
It
is for this reason that successful salespeople
come in all shapes and sizes—and
styles! Despite expansive efforts, a sales
person who is successful with one person
may very well fall flat on his face with
another. In the first case, there was
a match. In the second, there wasn’t.
But what if you could begin to identify
the style preference of a client? What
if you could then (temporarily) tune into
that preference and thus begin to solidify
the connection with your client? What
would it do to your sales if you could
understand and match up your own style
with that of your client?
You
can—beginning now. We will show you
how to not only identify your own Interaction
Style and that of your clients but also
specifically how to utilize that information
to enhance your sales. There’s no
“magic pill,” but sales people
who consistently utilize this Groundbreaking
Sales information effectively will undoubtedly
find themselves connecting at a higher
level.
First,
we’ll look at the Groundbreaking
Sales® Methods; second, we’ll
explore the four Interaction Styles you
are likely to encounter and help you find
your own style; and then, we’ll help
you apply the Groundbreaking Sales Methods
to ensure your sales success.
Groundbreaking
Sales® Skills: Portable Sales
Techniques™ to Ensure Success
16types.com Price: $7.99
Buy
Now at 16types.com
|
Groundbreaking
Sales® Skills: Portable Sales
Techniques™ to Ensure Success
Amazon.com Price: $9.99
Buy
Now at Amazon.com
|
Interaction Styles and Cold Calling
|
Chart-the-Course™
Cold calling
may be quite uncomfortable for you,
but it doesn’t mean you can’t
be successful by implementing the
following:
- Practice—read the scripts
of others who have been successful
and go through them time and again
until you’re completely comfortable
with them.
- Write down your script and have
it available right in front of
you.
- Take notes on what works and
what doesn’t.
|
Behind-the-Scenes™
Cold calling
may not be a natural choice for
you, unless you include the following
in your routine:
-
Be
patient, realizing in advance
that a majority of the people
you call will not be interested
in discussing your product/service.
-
Don’t
take it personally when they
are in a hurry.
-
Prepare,
practice, and study those who
are successful. Many good books
are available that focus exclusively
on cold calling. Take advantage
of these and then bounce around
your best ideas with others
doing the same work.
|
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In-Charge™
You’re determined
to make the sale and make it now.
As a result, one of the most important
steps you can take is to set up
your expectations for success (and
then beat them):
- Set a goal for how many noes
you’ll receive. (The more
noes the more calls you’re
making, and the more sales over
the long run.)
- Make one extra call per day
beyond the norm.
- If possible, have your results
compared to those in a similar
business (e.g., through your supervisor).
|
Get-Things-Going™
Cold
calling isn’t a stretch for
you, depending on the feedback
and support you receive. Here
are some tips to keep you going
strong:
-
Debrief at least
weekly (if not more) with someone
else in your organization. Discuss
successes and struggles, then
brainstorm new ways to approach
potential clients.
-
Remind yourself
regularly not to take the responses
of potential clients personally.
They don’t know you.
-
Take breaks
consistently, even if it’s
just to re-energize by talking
to a friend across the hall.
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