How Switching Out of Selling-Mode Can Actually Help You Sell
Many people associate selling with a negative experience, where somebody is trying to talk us into something that we don’t want or need.
That is why I have been on a mission to elevate the reputation of Sales and its Practitioners, because SOMEBODY HAS TO DO IT!!
Find out what your prospect perceives valuable
In order for sales people to understand what each of their prospect really needs and/or wants, we as sales people need to do a lot of research so we can help them understand how our solution could be of unique value to them. As long as we are selling something that the other person might not need, we will be perceived as somebody who pushes a product or service as oppose to providing value.
Listen with Intent
The only way to understand what could be of value to your audiences is to ask strategic questions. Asking questions is important in every relationship. How on earth would we know what our friends, spouses, colleagues, or children think unless we ask them? Assuming that we know what other people think is never a good strategy but that’s exactly what many sales people do. They sell and they don’t really listen. Listening with intent is an art and is also means that you shouldn’t have an agenda. If, by the end of the conversation it turns out that the person you are talking to is not a good fit for your service or product, you need to be prepared to walk away.
I know people who are constantly in selling mode. They are trying to sell me on the fact that their wife is the best cook, or that they have the best car, or that their job is not only rewarding but also fulfilling in spite of the fact that they constantly complain about their boss.
Selling is never a good approach. When somebody is trying to sell you something, be on alert. If a person truly has a wife who is a fantastic cook, you don’t have to point it out to me. I will figure it out myself and then praise her skills, which is a lot more authentic.
Results speak for themselves
Let your results be your selling tool. When you have a happy client, get a testimonial from them and share it. It’s a lot more authentic than praising your own products or services.
Most Read IRIS Articles of the Week: March 19-23
Here’s a look at the Top 11 Most Viewed Articles of the Week on IRIS.xyz, March 19-23, 2018
Click the headline to read the full article. Enjoy!
Let’s pretend you are a US investor that wants to deploy some of your money overseas. You think international developed market stocks are attractive relative to US stocks, and you also think the US dollar will decline over the period you intend to hold your investment. — Chris Shuba
I had a chat with The Financial Times the other day, and provided lots of background as to why I don’t think cryptocurrencies are the choice of criminals. The comment that was reported was the following ... — Chris Skinner
During the tumultuous red and green gyrations of the capital markets this year have your clients anxiously called to ask: “What’s going on with my portfolio?” What do you do when the usually smooth ride in your luxury automobile becomes as bumpy as Mr. Toad’s Wild Ride in the Happiest Place on Earth? What does the average investor do? — Ted Parker
Inflation is a bad thing, right? It make things more expensive, right? For those of us of, let’s say, a certain vintage, we recall the runaway inflation of the late 1970’s and early 1980’s. So why does the Federal Reserve – in charge of managing the country’s currency and value thereof – actually try to create inflation? It’s called the inflation targeting and it matters to your money. — Bill Acheson
As you near your 60’s, your prime earning and saving years will transition into a period of time where you get to enjoy the “fruits of your labor,” a.k.a retirement. We call this segueing from accumulation to decumulation, the period when you will be drawing from your accumulated nest egg. — Dana Anspach
Exchange traded funds (ETFs) are popular vehicles for market participants looking to engage in thematic investing. Thematic investing looks to take advantage of future growth trends, including disruptive technologies. Given that forward-looking approach, stock-picking in the thematic universe is equally as hard, if not harder, than in traditional market segments. — Tom Lydon
It’s not enough for your salespeople to be product experts, they also need to be capable of having the kind of conversations that position them as business experts and even strategic resources. — Lisa Rose
Business growth doesn’t come from wishful thinking. As you know, it takes a lot of hard work. The growth of your business is not an option – it is a necessity. Coordinating the right mix of strategies to gain market share and improve client acquisition rates is essential to advance your firm in today’s economy. — Michelle Mosher
It’s undoubtedly true that investors’ financial security is no laughing matter, and this is reflected in the stolid, dour, reliable imagery and branding that is, by and large, the industry standard. This is hardly surprising—investors need to believe they’re placing their hard-earned money in the hands of experienced, trustworthy professionals. — Alexandra Levis
The number one question advisors ask when exploring a move to independence is how the economics compare to accepting a recruiting package from a major firm. It’s certainly a valid concern, because while the recruiting deals being offered by the wirehouses are down, it is still very possible for a top advisor to get a really attractive hard-to-pass-up offer. — Mindy Diamond
Municipal bonds might not be the first thing that comes to mind when you think of a sexy investment. They don’t typically command news headlines like the stock market or bitcoin. — Frank Holmes
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