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EMPATHY SELLING
Written by: Trent LeyshanArticle Overview: Being versatile in sales is essentially having the capacity and skill as a sales person to connect with more people. By being versatile you understand how your customers feel and you also know how they prefer to be communicated with, so you adapt your sales approach and communication style to them. You don’t contrive to be someone or something you’re not. On the contrary, you give them more of you, based on what you hear, see, feel and understand about them. This is a big part of getting Naked as it demonstrates you are genuinely interested in getting to know them, the real them. The Naked them.
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Free Download - Find fear before it finds you By Trent Leyshan |
EMPATHY SELLING
EMPATHY SELLING
Being versatile in sales is essentially having the capacity and skill as a sales person to connect with more people. By being versatile you understand how your customers feel and you also know how they prefer to be communicated with, so you adapt your sales approach and communication style to them. You don’t contrive to be someone or something you’re not. On the contrary, you give them more of you, based on what you hear, see, feel and understand about them. This is a big part of getting Naked as it demonstrates you are genuinely interested in getting to know them, the real them. The Naked them.
Demonstrating empathy, for (in honor of) and towards your customers is a thoughtful approach to selling. It takes you taking the time to understand who they really are, what they stand for and where they are going in life. In short, it means listening for their silent undercurrent; their humanness. And feeling it! Are they a Thinker, Director, Socialiser, or Relator? This undercurrent is who they are and it will tell you everything you need to know about them; moreover, what’s most important to them.
What’s important to your customer may be unique to them alone, or it may be a common theme across all of your (genuine) customers: your posse. Understanding what’s most important to your customers is not as hard as you may first think. It’s simply a matter of asking them. But then…. be still… be very still… and quite… long enough to hear and feel what they’re really saying. Ask questions and genuinely listen to your customers response, before hijacking the conversation and launching into your sales spiel! Pause before you respond and actually think about your response before pulling the cord! and ripping into telling them what you think they need.
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Article Tags: communication style, contrary, empathy, humanness, sales approach, sales person, taking the time, thinker, thoughtful approach, undercurrent
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About the Author: Trent Leyshan RSS for Trent's articles - Visit Trent's website  Trent Leyshan is founder, CEO of BOOM! A leading international sales training company that specialises in the development of inspirational sales cultures, leaders and salespeople. Early in his career Trent was head tradeshow spruiker and sales manager for Australia's most flamboyant TV salesman, Big Kev. He has since driven two of his own companies from lounge room operations into market leaders. And led sales teams in leading new media and advertising agencies. Trent is a sought after expert and facilitator on sales performance and strategy. He is the Author of sales book, The Naked Salesman: How to walk the talk and sell your way to success! BOOM! develops sales training strategies and delivers inspiring learning experiences for some of the world's most successful and demanding sales driven organisations. Empowering them with modern skills and tools to effectively engage with customers and build stronger and more valuable relationships.
Click here to visit Trent's website   Our salespeople arent asking for the business What should my sales team expect from a successful Sales Coach Are Customers begging you for discounts How confident are you really The Internet killed the Telemarketing star |
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