Today we begin with the end of the story and then progress to the beginning. Why? The proper sequence of events builds your brand and this is the knowledge we wish to share first.
3. Differentiating yourself from everyone else brings out the unique you ~ your brand.
2. Working so that everyone feels they derived value is unique in today’s hungry society. Once you have the other person’s “story” or needs, you may then position yours to their interests.
1. Your prospect must be the first person to speak so that you know how to bridge what you have to offer to their interests.
Most business and salespeople make the error of believing if they just talk enough to show off everything they know, the other party will purchase from them. This is untrue. Once you grasp this fact, you will be differentiating yourself from most everyone else and applauded for the unique you.
Being so focused on your own goals that you are unable to hear those of anyone else – is the act of being stuck in your story. The exact opposite would be to relationship build and sell.
But what if you are selling to someone who is also stuck in their story, such as making unrealistic requests or demands? What do you do?
Is your message “I’m not worthy?”
If you were to allow your client to make you jump through hoops, you are unwittingly telling them you are not worthy of better treatment or of the fees you charge. As a businessperson you need to become the leader demonstrating your professionalism and value.
Your leadership skills are required for pointing out what is doable. If the other party is in fact unreasonable, and will not give up their position, then you will need to decide if life is too short to continue dealing with this individual.
Should you suddenly recognize you are the one caught in this syndrome, whether you are buying or selling, the moment the realization strikes, stop to admit the error of your way to yourself and then apologize immediately to the other party. This will put you back on a corrected course.
I have been on both sides of the table. One time I was a client so focused on achieving my personal goal that the pressing schedule of the service provider did not enter into my mind. It was not until 24 hours later that I recognized the need to back down, apologize and reschedule. The other party was much relieved and very appreciative.
The reverse situation came when a prospect was so incredibly rude to me on the appointment, I had to pinch myself to remain calm with a smile on my face. However upon reaching my office afterward, I chose to write a note stating, “I withdraw my offer of help as I do not believe we are a good fit”.
By building your value and keeping your integrity, you will build your income and brand. You will then be headed for a Smooth Sale.
Author:
Elinor Stutz, CEO of Smooth Sale, LLC authored the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results” and “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews”. Elinor provides team sales training, private coaching and highly acclaimed keynotes for conferences.
