More than any other activity in the world, selling is about preparation and consistency. It takes effort and time to bring in potential clients; sometimes a good salesperson will spend a month or two on one client, learning their needs, their wants, their various habits, all to make sure that the sales presentation and product will meet the client’s needs without question. A good salesperson realizes that this business is not a get rich quick scheme. It’s about making money over the long term so that you and your family can be provided for.
So… once you have identified your target audience, and what tools you are going to utilize to connect, engage and communicate with your audience, you move on to what I refer to as your “Tactics”. Determine how you are going to make meaningful connections.
Tactics has 6 components. Let me break them down for you one at a time.
- Approach. Approach is the most critical part of the entire process. The approach sets the stage for all future conversations by phone, email or otherwise. Always respect other people's time and where they are at. You never know where you have caught them or what frame of mind they are in.
- Purpose. Remember this, the purpose of the call, tweet, email, voicemail is to keep the purpose of the call the purpose of the call. Confused people will not respond with action.
- Questions. Design questions to engage or guide your audience. Questions are the answer to the entire sales process. Think of questions like a piece of jigsaw puzzle. With each piece that you put together, the picture becomes clearer and clearer.
- Listening. In every conversation or connection something is being revealed to you. It is how you respond to what is being revealed that will be the greatest determining factor where the relationship goes from there.
- Objections. Working with objections is easy when you see it from another person's point of view. Don't argue, don't do battle and don't contradict everything they say. It doesn't work. Their perception is their reality. The only way to understand their reality is to ask questions.
- Action. What action do you want this person to take? Will your product or service benefit this person? If not, don't ask. Always treat others as you would want someone to treat you. That is the “Golden Rule”.
Think about the last time someone really took the time to connect with you. They approached you positively and with purpose. They asked questions to learn more about you, were genuinely listened to your answers, and tried to see things from your point of view. Then, they walked you through a process or a sale. It may have taken time and effort for them, but how did that make the experience for you? Probably very pleasant. And, what are the chances you will recommend them to someone else because of that connection?
So here's your Sales Nugget: See how you can integrate all six components when you are making your connections with a prospect or client, either by phone, email, voicemail, social media or in a face-to-face situation.