Everything we do in life involves a large degree of sales, selling, or at the very least, understanding the process and techniques. We all either sell a service, a product, or ourselves nearly each and every day, so wouldn't it make sense to use techniques that gave us our best chance to succeed. Selling, like nearly every other activity, involves a process that includes a step - by - step, organized system of learning, understanding and using the techniques that will provide the results most of us seem to desire. Using these 9 basic steps provide the needed basis and structure to move you along your desired path to your personal goals.
1. It all begins with speaking less, and learning more. We need to understand that we achieve far more when we listen to needs, goals, and desires of others. Successful selling nearly always requires an interchange with a large degree of back and forth communication.
2. Don't respond too quickly, or over - respond. It is generally wise to resist the natural urge to interrupt another, or correct him, or immediately respond. One recommended exercise is rather than immediately respond, sit back, relax, and carefully consider your words. Understand that it often makes sense to clarify what is meant and to begin by saying, "I can perfectly understand how you feel, but," rather than behaving in an adversarial manner.
3. One's mindset must include the realization that objections and/ or concerns are to be considered positive and helpful signs, rather than a cause for concern or trepidations. Clarify precisely what the concerns are before responding to them!
4. Be prepared! Selling is a process and a technique, and it must be practiced, rehearsed and perfected. Your response must not appear to be tentative or by rote, but rather must seem seamless, calm, and informative. Don't dodge an issue - address it to the satisfaction of another!
5. Steps five through nine are what I refer to as the five steps to answering any objection. This begins with patience and a commitment to the process every time! Don't rush, but proceed forward. The first of these five steps is to restate what you believe to be the concern, but doing so in the form of a question, in order to be certain that you are addressing the actual concern. After asking the question, wait for a response that answers your question. Next, it is essential to empathize (put yourself in another's place) rather than merely being sympathetic (feeling sorry). People usually appreciate someone who is willing to see things through their eyes. This must be clarified by responding directly and in sufficient detail to fully address whatever the concern might be. Unless this is then followed by then recreating the need and then finally, by actually closing by saying something such as, "Doesn't that make sense?," little of consequence is ever achieved or accomplished.
However, unless you have the patience and self - confidence to wait until the other party answers, you have not properly utilized this essential technique. On the other hand, when it is used properly and seamlessly, it generally makes all the difference in achieving your desired results. It's always up to you!
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