Stop Selling...Start Clicking!
Stop Selling...Start Clicking!
Can you imagine taking a hidden skill that you already have and turning it into a launching pad for successful sales?
Think about the 'spark' you sometimes create when you're talking to someone for the first time.
Now imagine that 'spark' leading you to a magical connection that draws you closer to that person.
If you could create that 'spark' with each and every prospect in your pipeline, you'd be selling your products and services at a rapid clip.
That spark, my friends, is called The Magic Click!
Let's discuss it further.
Even though Websters dictionary defines sales as a one time event where money is exchanged, we all know that there is more to it than that.
In fact, sales is a process that starts with solid preparation, moves to a sincere connection, and culminates in a diligent follow up stage.
Stop Selling...Start Clicking! provides a strong 10 step sales model that starts with preparation. As the sales professional, you will get clear on who you are and what you have to offer. You'll list each problem that your business solves so that you can easily tell prospects what you do. And then you'll create a marketing image for your prospects to see and hear.
When your Preparation Phase is complete, you'll move on to The Connection Phase. In this phase, you'll be meeting and greeting potential customers everywhere. You'll be crafting your 'Care and Share' so that you're completely comfortable with what to say to others at networking events. And introverts, take note. The 'Care and Share' works for all personality types. You do not need to be an extrovert to excel at connecting with others.
Once you meet a potential customer, you will have your chance to really connect and create The Magic Click!
The Magic Click! is that wonderful spark that occurs when two people are talking for the first time and find something that they connect around. Perhaps it's a sports team that they both follow, or a vacation spot that they both enjoy, or a region of the country that they both grew up in.
When you feel The Magic Click! you'll know it. Your ears will perk up, your heart may even race a bit, you'll feel a level of excitement in wanting to know this person further.
Creating this Magic Click! is at the core of this heart-based sales model.
Here's an example of how you might create such a Click! by telephone.
Sales Professional: "Hello James...so good to meet you. Where are you calling in from today?"
James: "Hi. Good to meet you too. I'm calling from Florida."
Sales Professional: "Oh, where about in Florida?"
James: "Vero Beach"
Sales Professional: Oh, I just love Vero Beach. Is that little taco stand still on the corner of Main Street?"
James:"You know it is! They have the best tacos in town."
Sales Professional: "Well, I certainly look forward to meeting you in person soon. Maybe we can share a taco together!"
This Sales Professional has created The Magic Click!
This Click! will set the foundation for a strong relationship. The Sales Professional will build on this Click! and use it to take the prospect to the next step.
Once a connection has been made, the Sales Professional will move into commitment and then living together.
In the living together phase, the Sales Professional will be deepening the relationship and strengthening it. This means treating the customer with integrity, empathy, and openness. This means tackling tough issues with care...treating the customer well at every opportunity...and allowing the customer to leave the relationship with clarity and closure.
Finally, when a customer relationship does end, your job is to create a soft landing. Honor that customer for the time they've spent with you. Stay in touch for a long, long time. And know that when that customer needs you again, you'll be easy to access and ready to serve.
Until we meet again, happy clicking!
Stop SellingStart Clicking - To learn more about this author, visit Flo Schell's Website.
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Small Business Owners...get ready to boost your business beyond what you ever thought possible by using The Magic Click! to create a solid and trustworthy foundation with each and every prospect.
Can you imagine taking a hidden skill that you already have and turning it into a launching pad for successful sales?
Think about the 'spark' you sometimes create when you're talking to someone for the first time.
Now imagine that 'spark' leading you to a magical connection that draws you closer to that person.
If you could create that 'spark' with each and every prospect in your pipeline, you'd be selling your products and services at a rapid clip.
That spark, my friends, is called The Magic Click!
Let's discuss it further.
Even though Websters dictionary defines sales as a one time event where money is exchanged, we all know that there is more to it than that.
In fact, sales is a process that starts with solid preparation, moves to a sincere connection, and culminates in a diligent follow up stage.
Stop Selling...Start Clicking! provides a strong 10 step sales model that starts with preparation. As the sales professional, you will get clear on who you are and what you have to offer. You'll list each problem that your business solves so that you can easily tell prospects what you do. And then you'll create a marketing image for your prospects to see and hear.
When your Preparation Phase is complete, you'll move on to The Connection Phase. In this phase, you'll be meeting and greeting potential customers everywhere. You'll be crafting your 'Care and Share' so that you're completely comfortable with what to say to others at networking events. And introverts, take note. The 'Care and Share' works for all personality types. You do not need to be an extrovert to excel at connecting with others.
Once you meet a potential customer, you will have your chance to really connect and create The Magic Click!
The Magic Click! is that wonderful spark that occurs when two people are talking for the first time and find something that they connect around. Perhaps it's a sports team that they both follow, or a vacation spot that they both enjoy, or a region of the country that they both grew up in.
When you feel The Magic Click! you'll know it. Your ears will perk up, your heart may even race a bit, you'll feel a level of excitement in wanting to know this person further.
Creating this Magic Click! is at the core of this heart-based sales model.
Here's an example of how you might create such a Click! by telephone.
Sales Professional: "Hello James...so good to meet you. Where are you calling in from today?"
James: "Hi. Good to meet you too. I'm calling from Florida."
Sales Professional: "Oh, where about in Florida?"
James: "Vero Beach"
Sales Professional: Oh, I just love Vero Beach. Is that little taco stand still on the corner of Main Street?"
James:"You know it is! They have the best tacos in town."
Sales Professional: "Well, I certainly look forward to meeting you in person soon. Maybe we can share a taco together!"
This Sales Professional has created The Magic Click!
This Click! will set the foundation for a strong relationship. The Sales Professional will build on this Click! and use it to take the prospect to the next step.
Once a connection has been made, the Sales Professional will move into commitment and then living together.
In the living together phase, the Sales Professional will be deepening the relationship and strengthening it. This means treating the customer with integrity, empathy, and openness. This means tackling tough issues with care...treating the customer well at every opportunity...and allowing the customer to leave the relationship with clarity and closure.
Finally, when a customer relationship does end, your job is to create a soft landing. Honor that customer for the time they've spent with you. Stay in touch for a long, long time. And know that when that customer needs you again, you'll be easy to access and ready to serve.
Until we meet again, happy clicking!
Stop SellingStart Clicking - To learn more about this author, visit Flo Schell'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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