I have to admit. I love selling. As soon as I made my first sale, I was sold. I’ve tried leaving the sales profession several times only to find myself coming back again and again. When I’m asked why, the answer is simple. I love to talk with people and I love to help them. Because I love selling so much, I’ve dedicated a lot of my time to helping others become better sales people. I truly believe this world needs more good sales people!
Alright! I can feel some of the grimaces out there. Either you don’t like sales people or you are one and not enjoying it very much. Without even knowing why you feel that way, I can pretty much tell you the cause is lack of communication skills.
All of us have been exposed to two different type of sales people. The first is the pushy, ‘shove it down your throat’ person. The only goal this person has is his. They’re obnoxious and have given sales a black eye for way too long. The second is a professional sales person. This is the individual that helps the prospect find the best solution to their situation. The client feels comfortable, listened to and secure in dealing with them. Someone they would do business with again and again. I can guarantee communication was the key to this transaction.
As professional sales people, we need to understand that communication is a two-way street. We have to learn to use all of our senses, including our hearing. Asking the right questions and listening to the answers will not only make our prospects more comfortable, it will help shorten the sales cycle and produce a more beneficial and satisfying transaction for everyone involved.
Being able to communicate is even more important today than it was twenty years ago. Through technology, we are living in an instant-gratification society. We are connected to information 24/7. Our attention spans are shortening and our access to information is expanding. When we have the opportunity to actually speak to someone after successfully prospecting, we need to be able to get them engaged as quickly as possible. This requires our ability to get their attention and their interest. Asking the right questions and being prepared with the right response is the best way to do that.
Good communication has always been an art. It takes practice to be able to have a good sales conversation. We need to learn to share our enthusiasm of our products and services through the art of asking the right questions and listening for the answers. It’s amazing what you learn when you have the opportunity to talk with a person instead of to a person. And yes, this does mean that you may have to actually use your cell phone as a telephone!
Here’s to your success!