Avoid This #1 Error!
Have You Ever Had an Incorrect Assumption Made About You?
This past week I was the bearer of having such an experience and it baffled me long before annoyance set in. This is actually a common error on the part of professional salespeople as well as people seeking to hire job candidates. Their opportunity to increase sales is badly diminished by this poor habit.
How do you avoid making this type of error?
Ask questions – lots of them! Instead of thinking, "Oh, they won't be interested in…" - Ask! And instead of deciding upfront, "They don't have experience in…" - Ask! Conduct an in-depth conversation through question and answer to learn all of the possibilities.
This is the #1 sales technique that will increase your success rate. Let the other party explain where they are coming from and where their interests are at that moment and into the future. Throughout the relationship, ask questions and avoid telling. Telling-selling or telling-recruiting never works well.
How do you respond to the error made on your behalf?
Should you still be interested in the job or doing work with the other proprietor, be respectful. Give them wiggle room too. You might begin by saying, "I see you might believe that but in fact…" And then provide examples of your career experience or how you helped other clients.
Sales Technique #2 is to Avoid being argumentative. Instead, remain calm and speak with a smile on your face. Your relaxed manner will calm the other party serving to avoid conflict and will open the door to renewed opportunity.
You will be far more likely to arrive at a Smooth Sale!
I will be teaching 3 classes:
- Relationship Building and selling
- How to Sell Yourself On Interviews
- Business development using Power Branding
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