Sales Coaching Tip: Change Your Role to Increase Sales
Usually the sales experience involves at least 2 people who are in one of two roles:
Physically, these two individuals either stand face to face or sit face to face with some barrier of either space or desk between them. This barrier needs to be removed if the goal is to increase sales by more sign ups on the bottom line.
A quick way to remove this barrier is to change your role as the seller. To do this requires you to change your belief because behaviors do not change by themselves. Beliefs must change first. By changing your belief you will then and only then change your behaviors.
The belief to be changed is that you are no longer the seller of products or services, but rather an assistant to the buyer of your products or services. In this new role, as assistant buyer, what behaviors do you think will be involved?
First, the behavior of focus now changes from you to the buyer. You now must leave your ego at the door.
Second, you must hone your listening skills. Some may call these skills, active listening, and truly reflect our ability to empathetic. Active listening includes:
Having an open mind
Listening for agreement (common ground)
Listening to clarify
Listening for emotions
Listening to legitmize
Listening to remember
Watching body language (if a face to face interchange is happening)
These skills demonstrate that we as the assistant to the buyer are committed to helping our prospective buyer.
Finally, we must know our values – those non-negotiable behaviors we will always demonstrate.
When we change our beliefs about our role within the buying/selling process, our behaviors will also change. As these behaviors continue to demonstrate that our goal is to assist the prospective buyer, we shall see business sales increase. And, as these relationships develop, referrals will also increase leading to more sales.