Nowadays we can read and hear a lot about different sales techniques, ways to handle the sales process, how to motivate your team, which CRM tool is the best, how to boost our results and conversions through the roof and so on.
These are all of great importance for aligning our sales boat on right course, but I would like to underline one area I find to be the foundation of them all. It's who we are and how we approach different situations, not only in sales or at work but generally in life. One part of it is in our DNA, one part of it is how we were brought up and one part, that's also important, is with whom we interact and what is the environment that surrounds us.
Being positive, having that sincere smile, doing things energetically, approaching people with honest intentions, inviting others to active debate and direct feedback and looking for a long-term sustainability are all factors that will get us somewhere. And most importantly not only us, but also our loved ones, our co-workers, business partners and also people we don’t know, random bystanders. If we could all act in that way, we could change foundations of the society over time, but this might sound a little too much of a cliché, so let’s go step by step.
Not all of us possess the same amount of qualities mentioned above or we even don’t have some of them running through our veins, but I am sure that with a little bit of training, self-discipline and digging deeper into our souls and personalities, we can end up with acquiring some more or even discovering new “talents” we didn’t even imagine we had.
Positive is the opposite of negative. Just reading these words out loud has a great impact on us, imagine what actions driven by these behaviours can do. We all know the phrase that the glass is half full or half empty, but being really positive is having just the glass itself and looking at it as an opportunity. If it is full, great, we can share it, fill it to the top, do many things with it, but the glass being empty presents us with even more opportunities and room for manoeuvre. As long as we are positive and we build a vision upon that. We can choose with what we’ll fill it, to what level we want to fill it, maybe leave it as it was and that gives us additional freedom. If we are positive we can exploit all the freedom we want, if not everything might look difficult and painstaking. With positive approach it’s easier to think out of the box and not get hindered by the frame we were put in. That’s very important in sales, because every NO can be an opportunity and every different approach can turn into conversion.
SINCERE SMILE & HONEST INTENTIONS
Smile will get you far. And how true is that. On top of that if it is sincere it will get you that first breakthrough, that first role of the dice, which will get people smiling back, opening up to you. It’s easy when you’re positive, it comes naturally and is one of the best ways for starting a communication. It may be over a phone, in a conference call or in a live meeting, no matter where, it eases the tension and gets the momentum going. Behind sincere smile of course must be a package of honest intentions, which will get you really, really far. I’ve seen cases of sales reps being interested only in their sales plans and compensation schemes instead of honestly presenting added value to the customer and that got them nowhere. Of course, if you don’t consider buying a new BMW means getting you somewhere. I don’t. Long-term damage was done, the company’s reputation was getting ruined and also sales rep lost confidence with her customer which is everything nowadays. Even if you move on to a different job, people know you and they can read you.
We have many laws in physics that involve energy and there are many more in other areas of life. One of the best metaphors for energy is that pink bunny that keeps running and running and helps advertise a brand of batteries. Doing things energetically, assertively and with strong will is the proper way for getting things done. Just imagine a difference between an old diesel engine and a sports car powered by twin turbo engine. You need that quick start and turbo charge in sales, but don’t quite forget that old diesel; you also need great endurance and more miles to the gallon if you want to achieve something over time. Sales process and also our whole lives are not a sprint race, they are a marathon run in which you win if you can adjust levels of energy just right. But remember, overall level of energy must be high, because you don’t want to let others pass you by.
ACTIVE TWO-WAY DEBATE
Sales is a dialogue. You have to know that the best sales techniques include a lot of questions asked and require even more listening skills and true understanding of the customer. You have to let the customer state her opinion and tell you about her needs and challenges. It’s pretty much the same as with our wives, husbands, girlfriends and partners. The debate has to be balanced and both sides must get the feeling that they are bringing something to the table, they are listened to and at some point they’ll reach a win-win situation. The best conversations and meetings are those with a lot of interaction, those that generate new ideas and make you feel like you are having a great talk about a yesterday’s football game over a cup of coffee or a mug of cold beer with your friend. And of course, include an honest feedback into the debate, which will help your conversational partner know if she is on right track. If you receive one, don’t forget to amplify what you heard and don’t just discard it without even giving it a chance.
All of the above will help you build foundations for a long journey. Journey on which you will influence other people with positivity, catch their attention with something different and make them feel wanted and respected. You don’t have to exaggerate, over impress or cheat your way to the top, it all comes into place over certain period of time. Be modest, help others and of course try to be great at what you do. This way we will make a change, understand each other better, sell without being pushy or being annoying and at the end of the day it will matter. For our loved ones, our co-workers, business partners and also people we don’t know, random bystanders. By going step by step each of us can add a little part to the picture of a better tomorrow.
Bon voyage and listen to your heart!
Avtor - Marko Bucić
Poznam veliko prodajnih zgodb in imam ogromno prodajnih izkušenj ter različnih pogledov, ki bi jih rad delil z vami. Določeni primeri so zelo življenjski in se jih da uporabiti v prenekateri situaciji.