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Stop Spewing the Sale and Start Sharing Your Exceptional Value
| Guest post by: Leanne Hoagland-Smith |
Article Overview: Many in sales forget that telling is not selling. These busy professionals are working harder not smarter because they continue to spew their price, product or proposal instead of taking this approach that increased sales conversions and reduces sales cycle time.
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
Stop Spewing the Sale and Start Sharing Your Exceptional Value
Many in sales forget that telling is not selling. These busy professionals are working harder not smarter because they continue to spew their price, product or proposal instead of taking this approach that increased sales conversions and reduces sales cycle time.
Your exceptional value begins with the first few words that you exchange with that potential customer. Do you make the common statement about what you do such as a being a banker; realtor; financial advisor; lawyer; new car salesmen; accountant; or (you fill in the blank)?
Years ago a dear trusted friend and great sales professional shared with me these very wise words: Make it personal. Since that time, I continue to learn how to personalize my marketing message, my selling skills and the overall sales process. This has been an ongoing process because sales professional have been trained in sales based marketing.
When you personalize something, you are adding emotions and value is rooted in emotions. Of course, to add value, you must understand what emotions drive the value from your customer’s perspectives.
Returning to those first spoken words, can you make a short statement that:
Invokes curiosity?
Mentions an outcome?
Triggers an emotional response that results in further conversation?
Creates an environment of sharing?
Now, let’s presume you have engaged the potential customer in further conversation where she or he now have an expectation of sharing. What will you say next? Will your response sound again like all those other gray suits? Will you have subconsciously disappointed your potential customer by your less than emotionally engaging and sharing response? Sales Coaching Tip: There are many sales strategies in how to keep this conversation moving including reverse selling.
What I encourage my sales coaching clients is to visualize each conversation as just one piece of a larger puzzle. Eventually all of these pieces come together and if done correctly, the sale will be earned.
Then we work on putting together a series of paragraphs that lead to the successful conclusion of building a mutually beneficial relationship. For some this starts with that first 10 second sound bite that leads to your 30 second introduction. Next you proceed to a series of one minute verbal paragraphs based upon your knowledge of what has happened in the past as well; the results you deliver; and the potential issues or problems facing this individual.
Within your marketing and selling toolbox, you have plethora of these paragraphs to select from depending upon how the other person is responding to your sharing. Of course, this may sound a lot like having scripts and you are absolutely correct. Your goal is to be in control of the conversation without your qualified prospect ever feeling like he or she is being controlled. All conversation is very natural. And when you learn that qualify triumphs quantity within this process, you will probably only need a few scripted paragraphs.
TAKE ACTION SALES COACHING TIP: Begin to start crafting a sharing message that provides exceptional value to your potential qualified customers. Stop sounding like all those other sales professionals and begin to be that Red Jacket in the Sea of Gray Suits
What an Exceptional Joe Looks Like?
Five Questions that Will Let You Spot a VC Bluffer
Win More Sales by Sharing Instead of Selling
An Ounce Of Silence
Leave Your Big Ego at The Door If You Wish to Increase Sales
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Assessment Leadership Audit For Business Business Building Check List |
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Hi GT,
Who knows, perhaps you'll need to take that leap of faith and "burn your bridges" (of escape/going back) like Dale Carnegie suggests in "How to Stop Worrying and Start Living" to get to the next level and reach your income goal.
Complacency and comfort can be death.
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- Sharing sites is the way to go.
Thanks for sharing that blog. I had aa lot of fun there.
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I see a new link for Ad Revenue Sharing - on Firefox this is killing the layout.
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- Welcome to the club. You will find all the resources to make it as an entrepreneur here. Sharing your experiences will also help others. So please what do you do?
New forum
- I think it's a wonderful concept and can help many people who are frustrated with obtaining this. Sharing knowledge in this feild can only help and having a sperate forum just for this will narrow down peoples research on this topic.
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