Six Secrets for Sales Success

Every product…every idea…every request…must be sold; it will never sell itself.

Here are six important techniques for selling anything.

1.  For every action you suggest, show how it benefits the other person.

“Meeting this deadline will save you time and pressure later on, when the schedule
person…both initially and later on. will be even more busy.”

2.  Anticipate objections. Have your answers ready and practice them. You’ll feel
and act more confident.

“This project will help you meet a key deadline. If you can commit to it now, it may
give you more flexibility in meeting the deadline than if you’re forced to do it later.”

3.  Always probe for the objections. Find out why the person doesn’t seem willing to accept your proposal right now.

“Is there something about this idea that bothers you?”

4.  Never say, “But.”  It immediately makes the other person defensive.  Smile and present your side, starting with “Yet” or, “And at the same time-”

“You’re right–this could take longer than originally planned.  And at the same
time you’ll be able to increase the final output by another eight percent.”

5.  When you ask a question, say why you’re asking it.

“How many units do you produce daily? I’m asking this so I can better determine the correct level you need.”

6.  Appeal to basic motives.

Pick one or two key motives like saving money; convenience; comfort– and show how your ideas, proposal or request will meet those needs.  Show them specifically and graphically how, for example, they can save money; how much money; when they will save it; what they can do with the money saved.

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Build Positive Reactions

Do many of your co-workers seem bored, distant, or even alienated? Don’t react by mirroring their behavior. Instead, project a positive image and message. That way, you may get people to react more positively to you. You’re not likely to change how people feel about themselves. If they’re bored or uncaring, that’s how they’ve defined themselves. But you can have a surprising impact on how they treat you.

The principle is simple: You usually get back what you give out. So if you don’t like the way you’re reacting to people throughout the day, decide to change your behaviors. To put it another way, if you want more positive reactions from other people, you have to make your original action positive: give a big smile; say (and mean it) something like “Hi–how are you doing?”

Watch the Signals

We have to take the initiative because most people already have defined their life patterns, and aren’t likely to change them. So if we want a specific 30-second personal interaction to be upbeat, we have to create the environment to get the reaction we want. Build a positive foundation for your behavior, and you’ll influence how people react to you. Try to express your wishes using positive words–even in negative messages. Avoid negative words and phrases that just naturally seem to irritate people, like fault, demand, inconsiderate, but, disaster, stupid, careless, failed, wrong. Example: “The project was a failure.” “This is a careless report.”

Words That Build Instead, choose positive words and phrases that build people up-build their self-esteem–especially when you have to give instructions or express your dislike for someone’s behavior: appreciate, dependable, helpful, capable, efficient, thorough, careful, integrity,valuable. Example: “This report was helpful; it would be even better if you added an index.”

Here’s an even clearer example of the effect that words can have on a relationship:

Before: “Henry, you’ve been 15 minutes late for the last three mornings.”

Better: “Henry, the fine work you do is really important to us. I notice you’ve been coming in at about 8:15 the last three mornings. That’s not like you. Is there anything bothering you, or something I can help with?” (If Henry saysNo, then say, “We need you here at least by 8 a.m. to answer customer questions. Can we count on you?” Take the initiative and set a positive tone when you greet co-workers: · “Hey, Jack-how ya doin’ today?” · “Morning!” Isn’t it great we’ve got some sunshine today?” · “Hi Betty! How was your weekend?” · “Hey Bob–what’s your boy doing in Cub Scouts?”

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September 15, 2010

Speak Up/Build Your Power!

You don’t have to change your personality, but you may have to be more vocal, and at least try to match the exposure your co-workers are getting.

Prepare 8:1

The main reason most people are nervous about talking in front of a group is they haven’t prepared very well. Most just throw some notes together, review them two or three times, and just start talking.

Spend at least eight minutes in preparation for every minute you talk. Don’t speak up until you know your topic better than anyone else in the room, and are prepared to handle any question or objection. For some topics, you may have to prepare two or three hours for the ten minutes you talk. Many people don’t take the time, and usually express themselves poorly.

Organize Your Thoughts

Before you attend any meeting, prepare two or three key points, each backed up with facts or examples. Even for a 10-minute spotlight at a meeting, have a short introduction that grabs attention. Then, clarify your position; explain your key points; ask for commitment or understanding. When your remarks are organized, you’re seen as a logical, clear thinker-even though not everyone may agree with all your ideas.

Look/Empathize

As you speak, look directly at each person, engaging their eyes and attention. Try to see things from the viewpoint of each person in the room, and let them know that you empathize with them.  For each point you make, show how it benefits them, not how it benefits you. Always treat other people as your partners–the “loyal opposition.” As soon as you see people as the enemy, out to booby-trap your ideas, you’ll come across as confrontational and negative-and create a defensive atmosphere.

And look for opportunities to speak up (if appropriate and relevant) at every meeting you attend. Check Toastmasters International (www.toastmasters.com) You’ll get a chance to speak twice a month in a supportive setting, and learn many interesting ways to share your ideas.

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