Stop Spewing the Sale and Start Sharing Your Exceptional Value
Stop Spewing the Sale and Start Sharing Your Exceptional Value
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
Stop Spewing the Sale and Start Sharing Your Exceptional Value - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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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
Stop Spewing the Sale and Start Sharing Your Exceptional Value - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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