Unfortunately, most people solely focus on their goals and do not listen for possibilities. We need to be goal-driven up to a point. But then we do best by stopping to hear in full about the goals of our prospects. The reason is, we may unexpectedly recognize a new idea that can take us to a new level. But if we are busy pushing old goals, the new possibilities will pass us over.
My Story Whenever an invitation arises to become acquainted with one another, I research the person and their company. The initial goal is to find elements of similarity upon which we may successfully build the conversation.
There are times when I do not have a personal interest in the service or a unique offering, but I know of someone who may take an interest. Accordingly, there may be more people in my network who might also like to know about the service. For this reason, I agreed to learn more about a newer technology as it applies to an older service.
I shared my motivation for learning more upfront. But the person presenting has his own goals and is not open to hearing about new ideas or possibilities. If I did not know of a few people who would be keenly interested in the service, I would have ended the meeting in its infancy.
The errors in progress: 1. Aggressively attempting to close me non-stop 2. My words escaping him 3. He did not listen for possibilities and opportunity
I enjoy making valuable introductions. However, in this case, the old motto of ‘treat others as you wish to be treated,’ has me re-thinking my offer. I do not wish to pass on an introduction to someone who does not listen.
Successful selling requires: Being open to new ideas Having a heart-to-heart and mind-to-mind conversation Inquiring about ideas vs. forcing thought onto a prospective client
We either repel or attract clientele, and the concept prompted me to create the term ‘magnetic communication.’ Especially today when we finally realize that marketing enables sales, there is an even stronger need for using communication that attracts.
For additional insight, take a few minutes to watch the video.
Your Story: Listen for Possibilities Today’s topic suggests another soul-searching exercise. Understand that it is a rarity for anyone to be 100% successful with securing sales. Take a deep breath and in a relaxed manner, list out the potential sales you lost over the past year. Underneath each loss, capture the reasons why you believe the ending isn’t to your satisfaction. Clients may give you a comforting reason with the hope of making you feel better about the loss. But it is your job to uncover precisely where an error may have occurred.
Errors come in unlimited numbers, and the usual include: Misunderstanding hence avoiding asking for clarification Ignoring the words of prospective clientele believing you are right Heaping your beliefs upon the prospect A lack of understanding about underlying issues
An unwillingness to consider a broader solution combining both perspectives
Admitting error leads to future success. Develop A Friendly Negotiable Conversation
Similar to a person rarely earning all sales they attempt, our own beliefs are rarely correct 100% of the time. One of the better ways to avoid coming across as having only yourself in mind is to ask, “What caught your attention to take the time to speak with me today?”
You now have an entry into your prospect’s mindset. Before saying a word, hear your contact out until more words escape them. And should something sound completely the opposite of what you know to be true, don’t argue. Instead, ask about their experience and what influenced their conclusion.
Learning is a process as we listen to opposing viewpoints. We become more adept with challenging conversations and negotiation. Being flexible is vital for growing into a successful salesperson.
For additional insights read: Do You Realize What Your Communications Convey? Are You Unwittingly Stopping Client Loyalty?
Sales Tips: Listen for Possibilities 1. Ask the prospective client for their purpose for meeting and an agenda 2. When you connect, reconfirm the reasons for meeting 3. Suggest your contact begin first so that you may gain a better understanding 4. Stop the conversation and ask for an explanation or clarification 5. Your ask for additional insight builds trust and credibility 6. Create a preliminary plan of action with your prospective client 7. As a creative idea occurs to you, ask if there is interest in pursuing 8. Likewise, be flexible to stop and listen to your prospect’s original ideas 9. Together revise the original plan for a more robust incorporating unique suggestions 10. Celebrate Success!
Today’s blog is provided to help you achieve the Smooth Sale!
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