Have you ever noticed that some people are very negative-minded about what life and business has to offer, while some attempt to always please others, and a third group always seem to know what they want, go for it and are able to get it all done? In my opinion, when you are in business, the focus needs to be in the last category.
Ever since entering the professional world, I recognized when focused on the negative, these negative thoughts can very quickly kill business. However, when positive thoughts are put out into the atmosphere and verbally expressed, good results come about.
A few people I know very well have the “mediator” type of personality. For loyalty and peacemaking sake, they put their desires aside to make certain their friend or colleague is taken care of first. While I agree you need to find the other person’s ideas first so that you know how to position to sell, both parties need to meet in the middle.
For example, “Jack” caved into all of “John’s” wishes for how an event should take place. After it was over, and upon being asked, Jack shared his true thought. Obviously it wasn’t well received. That input should have been given prior to the event so that everyone would be on the same page. The aftermath became a lose-lose situation. This is the exact opposite of the sales motto, “Always work for a win-win.” All business should work toward a good outcome for all concerned in order to develop repeat business, referrals and testimonials.
No matter which style of communication you use, in-person, online, social media or video technology, you need to be honest with yourself first, and then with others. Your true self unfolds when you are 100% aware of your priorities for everything. Once you know what these are, diplomatically express them to others. Be certain they are acknowledged.
Sometimes you may have to negotiate so that everyone feels they made some gain, but you should never have to give up everything at stake. Knowing your goals and priorities for each activity upfront, remaining true to yourself, and achieving them is what serves to build your brand and your company.
Should doubt ever creep into the question or whether “to pursue or not to pursue” to help another, review everything you have accomplished up to date. What are your unique traits and abilities? Will the new project expand upon these? Is it a natural progression to comply with the request so that it will further build your status in your area of expertise?
Sometimes it’s a tough stance to take, but we can’t always be the “good guy.” But as close to 100% of the time as possible, we need to adhere to who we truly are and on occasion have others comply with our requests. Consistency and perseverance will serve to get you recognized in your field, and attract your desired clientele.
The sales credo is you must be known, liked and trusted. To be trusted, you need to remain true to your rules for business. This will increase your likeability factor and help to spread the good word of mouth about you to get known. These guidelines put you on the path to a very 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”. She provides team sales training, private coaching and business retreats to grow you business. She is available upon request for consultation.
