Attract the Right Job or Clientele:  One Key Strategy Will Create Success

Your personal life frequently provides insights on how to best conduct business.  As you read my personal account of a conversation, you may well recognize a noteworthy strategy to seriously consider for business:

Two times in a twenty-minute conversation, I was stopped mid-sentence to be told I was going back on what was previously stated.  That isn’t my personal brand style and so it was highly unlikely this was the case.  I stopped to ask “why” my statements were perceived in this way.

Listening is the key advantage to building business and acquiring the sale

It was very obvious that the other person was too busy talking to recognize what she herself said or my replies to what she said.  I was merely responding to her points.  The worst part was she didn’t want to listen even as I was walking her through the steps to retrace the origin of the miscommunication.

Formal Appointments

Not only is it crucial to listen well on appointments as well as clarify what isn’t completely understood, business meetings require you take accurate notes.  We are all so busy that it becomes difficult to remember the details of what was previously shared by each client.

Even better is to capture points driven home in the client’s own vocabulary.  The reason this is significant is that we each have a unique vocabulary.  When the selected words are transferred to a formal proposal, there is no denying that those facts were told to you.

Differentiate Yourself

There is no question that people prefer to talk than to listen.  As a businessperson who is put in the position of selling, you will definitely differentiate yourself from all others by carefully listening to others as they speak.

Asking questions to gain further insight and to clarify for greater meaning, will further differentiate you from most other salespeople.

Another Differentiator

Listen for what is being said as well as not being said.  Many times a topic will purposely be left out of the conversation, but the answer to the subject is critical for you to do a thorough job.  Bring the topic up yourself.

Observation

Listening includes watching and observing.  The moment you see signs of arms being crossed, moving away from the conference table, or an eyebrow being raised, stop mid-sentence.  Immediately ask if there is a question.  Clearing up any misconception or wrong track early in the conversation will lead the way to the sale.

Your goal of listening on every level will serve to build credibility and trust in you leading to the Smooth Sale!

Books For Sales Strategies:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

In Need of Inspirational Speaking, Sales Training, or Coaching: Contact Me