Looking through a number of web sites and training courses especially for people in Direct Sales and Network Marketing, I am amazed at the number of classes there are on how to do this business without SELLING.
OK, maybe I'm sensitive, but as someone who considers herself a PROFESSIONAL SALES PERSON, I get the feeling these other people think selling is some kind of a bad thing! Isn't sales a basic necessity for helping people get what they want?
It takes skill, strategy, intuition, knowledge. Not to mention caring, compassion, understanding and wit.
Selling is NOT for dummies. It is also one of the highest paid professions.
The biggest problem for most people when they think of a sales job is the rejection.
Right? Isn't that the big fear; People will say NO to whatever it is you are pitching?
What if you never had to hear NO again? Would that be good? Would you be more confident when you pick up the phone or go out for an appointment if you knew for sure you didn't face 'rejection'?
Most of you who know me, know that even after 25 years of Sales experience, I am really a big chicken.
I hate to hear NO. Really hate it.
But when I decided years ago that I wanted the freedom, money and lifestyle that comes with being in Sales, I knew it was essential to my survival to learn how to do it in a way that would give me the results I wanted without the risks of rejection. So over the years I have developed a simple conversation model that I use in every encounter.
In person, on the phone and even in writing. Now, I never hear NO. Want to know my secret?
One of the first things I learned to do is set my objective.
Having a clear picture of how I want the encounter to go is essential to preparing what I'm going to say.
Many encounters have the same goal ~ to clarify if the person I am talking to meets my criteria for being a customer, referral source or business partner. Some encounters have a very specific agenda ~ to make a sale, or get a commitment.
Every encounter needs a clear intention for outcome.
Once I have set my objective, I can then figure out the direction the conversation needs to go in order to reach my desired outcome. And that is where I have learned to avoid hearing NO. I can pretty much always tell whether a person is who I am looking to attract in the first 3-5 questions.
Then, my job is to drive the conversation so no matter what happens, I can always exit gracefully leaving every encounter with a successful ending.
Learn the 8 steps to this conversation model I have created.
Communicating and Selling Effectively
One of the most important tools you can give yourself for being more dynamic, effective and successful in for being more dynamic, effective and successful in Sales and Communication.
Learn how to set clear objectives, ask the right questions and never hear NO again. Without it ~ you may never know just how good you can be.
Communicating and Selling Effectively
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ReplyDeleteI learned part of this lesson in the worst way. One day I visited a supermarket manager. I didn't know what to say and the manager himself throw me out of the business yelling at me: "What do you want to say, get out of here, don't waste my time". I went home and started thinking and writing what do I wanted to say. It worked later for the next manager although I never went back to this unforgettable one, called "papito".
ReplyDeleteFabio - A new beginning for me with Paula English after 20 years in "sales".