In this video, you'll learn how to break through the noise and stand apart from your competition, as a sales professional, in even the most competitive industry.
One of the the greatest skills we can possess is the ability to have influence with all different types of people. People are the ONLY source of opportunity in the world around us, If we know how to better and intentionally connect/build relationship with others, even the most difficult of people, we can serve them better and achieve greater outcomes.
Whether you are a small business owner, corporate executive, sales professional, behind-the-scenes employee or an entrepreneur, this video will open your eyes to the possibilities that await you when you truly understand people.
Although I'm addressing a group of sales professionals, at a national sales meeting for The Binding Site in San Diego, CA, this message is relevant and applicable no matter your occupation. This video is jam packed with insights, content, humor and fun takeaways.
In this video, Duane shares how leadership plays a vital role in your sales and/or entrepreneurial success.
For the past six and a half years, I've taught business professionals, executives and employees of all ranks, how to negotiate a win-win outcome.
Through the many experiences I've had negotiating my own deals, teaching and coaching negotiators, and the direct feedback from the participant "laboratory," I've learned that there are basically three distinct reasons why people fail to achieve a fair and comfortable outcome for themselves, and the other party:
1. Lack of clarity - simply put, people show up to the negotiations table not even knowing what they want. They simple don't take the time to get clear, focus and prepare.
2. Their way or the highway - to make matters worse, they hunker down on how they want things to play out, and alienate the other party in the process.
3. They are trying to take, and it doesn't work - they are more concerned with what they're going to get, rather what they can freely give to add value to the other side first.
Obviously, when anyone approaches negotiations this way, the outcome might be a temporary win, but it does so much harm long-term. Trust is erroded, relationships are bruised, and the doors of opportunity are often slammed shut.
To be an effective negotiator, it is imperative that we add value to the other party first and foremost. We must be clear from the beginning on what we want to achieve, and what we're willing to give and ask for to achieve a mutually beneficial outcome.
If you are ready to develop or hone your skills as a skilled negotiator, look into our upcoming negotiations seminars, and join us for an experience that will get you results for the rest of your career.
After fourteen years as a successful sales professional, and six and a half years of training & coaching sales professionals, I find that there's one critical conversation that only the absolute best of all sales professionals are having with their customers.
I admit that this is not a conversation I was having as a sales professional, but it is one that every single sales professional, and I as a small business owner, should have on a regular basis, with each and everyone of our customers.
I refer to it as the partnering conversation. Now, if believe that you already know what this is all about, I invite you challenge yourself, and stay tuned.
If you are a sales professional, or a sales manager, this one thing, injected into your current sales process, could blow your current numbers out of the water - literally overnight. Bold claim I know, but stick around and you'll see.
This partnering conversation should take place between the investigation and solution recommendation stages of your sales process.
It's a conversation where neither the sales professional, nor the customer, is committing to anything discussed. It goes like this:
Sales professional (introducing creative options):
"Suppose we . . ." "Have you considered . . .?" "What if we . . ." "Would you be willing?" "Could you possibly . . ." "What would it mean if . . .?"
Or some other verbiage that get creative ideas flowing, and on the table, with out raising sales resistance, or causing the customer to shut down.
Starting that conversation can be as easy as prefacing those questions with something like:
"I'm not committing to anything here, nor am I asking for a decision on your part, but what if . . .?'"
This makes it safe for the customer to engage in hypothetical back and forth without the threat or fear of committing to anything in that moment.
When, and only when, the customer engages in the conversation with agreement, or some version of "well we can't necessarily do that, but what about this?," you know that you have successfully gotten the customer to invest in the solution creating process and partnering with you.
I've heard it said, time and time again, that "people support what they help create." If you're consistently getting push back, or objections, even to objections that you've covered before they've arisen, it's because your customer doesn't feel invested in the solution creation process.
Why would they buy something that is not their idea? We all know that nobody like to be sold to, but everybody likes to buy stuff. We also are aware that the difference between the two is who came up with the idea.
If you never engage your customer in a legitimate partnership conversation, don't be surprised if they disconnect when you recommended your solution.
However, if you successfully engage in that partnership conversation, more times than not, if you did a thorough job from the start of your sales process up to that point, you will not have to use "closing techniques" to win the business.
It will echo what one of my mentors told me many years ago: "If you have to close, then you don't know how to sell."
I have come to understand, since he said that, that it simply means if you know how to get your customer creating the solution with you, they can't wait to buy.
Start injecting this conversation into your current sales process, and then come back to this post and share your experience in a comment below. I'd love tho hear about it.
If you have a question about this post, leave it below in the comment section, and I will do my best to help you out.
If you would like to have me do a FREE lunch-and-learn or sales meeting webinar for your sales professionals, on this topic, send me an email at firstname.lastname@example.org.
Article by R. Duane Huff