Attract the Right Job or Clientele: Sales Tip #607

October 17, 2011 by Leave a Comment

Accepting Feedback for Better Results

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Above all else – Smile!

Have you ever been offered unrequested feedback after providing a class, announcing a new product or service, or after completing an interview?  

The unexpected offer can easily take you off guard which will immediately put you on the defense.  Upon hearing unwelcomed feedback, you may even become argumentative.  

Whether you asked for the feedback or not, and whether you like what is relayed or not, your best stance is to willingly accept the input with a smile on your face.  Particularly in a public setting, people are observing your demeanor.  Remaining positive and warm, you will send a positive message that you are eays to work with and thereby encourage further referrals and sales.

Should the hiring manager offer feedback, definitely listen with intent and a demonstration that you are eager to learn from the experience.  It just might land you in the lead candidate position, and if not, you will do far better in the future.

In the business mindset, when you are supplied constructive feedback, take quiet time to consider the advice shared.  Are you able to develop the ideas into a new project and create new opportunities?  When we are willing to analyze and contemplate unforeseen advice, very often it's a springboard for something new and possibly better.  

Others see you Building Relationships that Get Results for additional sales and for hearing HIRED!  Accepting feedback with a smile leads you to a Smooth Sale!

20 minute video for job seekers on how to interview - click the link.

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Attract the Right Job or Clientele: Sales Tip #605

October 12, 2011 by Leave a Comment

Selling Your Requests

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Delivery Style Gets to YES!

Frequently I hear questions of, "How can I get…"?  In today's economy it usually centers on the job or promotion, as well as the sale.

Sales techniques support your case when implemented correctly.  To begin, your odds for any request are 50/50 with the answer being either Yes or No.  Using the following suggestions, you will decrease the less desirable result and increase the more favorable odds for getting to Yes! HIRED! or Promoted!

Avoiding the negative is paramount when making a request.  This includes making a demand, sounding negative or threatening to leave, or becoming confrontational.  Instead, proceed with a smile on your face and in your heart.

Behind the scenes, review circumstances leading up to your believing you deserve action on your behalf.  Replay highlights of previous conversations where you began by taking on their challenge to provide a solution, and that your solution was met with great enthusiasm.  Beef it up with an example of a struggle encountered but you persevered to the great outcome.  

Keep your story to two minutes or less and practice (do NOT memorize) in front of a mirror.  Check for a smile on your face, erect posture and that you look and sound confident.  Memorization will spoil the plan because your delivery must look unrehearsed and natural.  After all, you will be having a conversation about the matter.  Next, create a list of current problems and a list of benefits that will come about by granting your request.

When the objection about "no money" arises, agree with the fact we are in tough times.  But, then ask in your own words, "What will be the cost of not moving forward?"   After the dialogue, offer your ideas regarding the benefits of moving forward and further develop the conversation.  Getting both sides of the argument and a willingness to meet in the middle will bring about a greater likelihood of being told Yes!

This line of communication is exemplified through story-telling in my book, Nice Girls DO Get the Sale: Relationship Building That Gets Results

Announcement:  My 20 minute powerpoint presentation for job seekers is posted  on YouTube

Communicating as a peer will put you on the path to a Smooth Sale!

 

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Attract the Right Job or Clientele: Tip #593

September 20, 2011 by 1 Comment

Awkard Moments Require Relationship Building Techniques

 
Diplomacy Required

We have all encountered awkward moments whether with a significant other, client or prospective hiring manager.  Whether you feel betrayed, anger or embarrassment is of less importance than the manner in which you respond.

Sales techniques once again lead the way out of potentially damaging outcomes.  Here are some steps that may help the next time help may be needed:

1.  Ask, "Why" do you believe, feel…

2.  Listen carefully to what is being said and not being said

3.  Clarify anything you do not understand or was mis-interpreted

4.  Let the other person completely finish their side of the story

5.  Take notes on points with which there was mis-understanding or with which you disagree

6.  Diplomatically respond to each point of displeasure with an explanation and mindset of finding an agreement

7.  Before moving to the next point, make certain the first agreement is in place 

8.  At the end, ask in your own words, "Does this clear up what was troubling you?" 

Most of the time, these steps will produce a positive outcome.  However, our theme is to attract the "Right" job or clientele.  Should you find someone unreasonable and unwilling to compromise or work through the matter, then you should walk away.  One of my favorite quotes is that of Abraham Lincoln, "You cannot please all of the people all of the time."  Walk away pleased you tried your best.

When you take the time to clarify mis-communication, it serves to build your brand, develop further business or will help to get you noticed and preferred by the hiring manager.  Qualifying for the right job or clientele puts you on the wave of a very Smooth Sale!

 

You will find more information on sales techniques for both business and career in these two books:

Nice Girls DO Get the Sale: Relationship Building That Gets Results

and

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews

The Community Service project AmericaHires360 was developed to help Americans return to work.. Companies and Sponsors are making it possible for Job Seekers to attend for free. The event takes place online October – December click the link above to register toda

                                                                                                                                                                   

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Attract the Right Job or Clientele: Sales Tip #587

September 9, 2011 by Leave a Comment

Diplomacy Build Relationships

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Jumping to Conclusions Never Works

Creative Commons License photo credit: Highways Agency

Last year,  I had the opportunity to meet a supplier in person.  We instantly felt a kinship and agreed to work together.  The service has been impeccable and the products outstanding so I continue to purchase from "Mary".  She models what I teach:  deliver your best in order to receive repeat business, referrals and testimonials – the definition of a Smooth Sale!

I had been meaning to call Mto place an order with Mary for one of her products but ran out of time.  Yesterday, however, a "surprise" package arrived. Coincidentally, the package was from Mary.  Opening the package, I found a large amount of inventory along with a sizeable fee that made my eyeballs almost jump out of my head!  It was not something I would have ordered and was stunned to see a credit charge included.

Knowing my first impressions are usually correct, (remembering back to when we met) I did my best to contain my discontent.  Rising to the challenge, I left a polite message for Mary to please return my call.  First thing this morning, Mary did return my call.  Her call was prompt, apologetic and very reassuring.  Again, she modeled what I teach: take prompt action to correct any misunderstanding.

As it turned out, Mary wasn't out to "rip me off" or take advantage of our business arrangement.  Instead, it was the company supplying the product who erred by shipping to me.  I then inquired about the credit card fee and asked that it be reversed.  To my relief, I was reassured the charge was to her card and not to mine.  The products in my possession will be shipped back to her today.

I'm sharing my personal story with you in case it prevents future misunderstanding for you.  Jumping to conclusions serves no one regardless of all the circumstances.  Be patient to sort out the details and be fair to all parties concerned.  When situations like these occur, and they are sorted out in a friendly manner, relationships are strengthened and business flourishes.

The same may be said for interviewing.  When someone begins to object to something on your resume or what you just said, agree with the objection and then position with clarification and background information to satisfy all parties.

You will be headed for a very Smooth Sale!

 

You will find more information on sales techniques for both business and career in these two books:

Nice Girls DO Get the Sale: Relationship Building That Gets Results

and

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews

_________

P.S.  The Community Service project AmericaHires360 was developed to help Americans return to work.. Companies and Sponsors are making it possible for for Job Seekers to attend for free. The event takes place online October – December click the link above to register today!

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Attract the Right Job or Clientele: Sales Tip #576

August 10, 2011 by Leave a Comment

The Conversation Style will Determine Your Outcome

 Phone Call on a Balcony

Creative Commons License photo credit: garryknight

Are your conversations 2-way?

Have you ever met people who seem to have all the answers?  They talk at length, do not allow for input, refuse to hear another opinion and/or demand others agree with them. My viewpoint on all of this is, it isn't a conversation.  Instead, what you have is a monologue.  When people adhere to this conmmunication style, I do my best to find another with whom to speak.

This is another aspect of magnetic communication.  Your prospects, clients, and hiring managers or companies should be respectful of your input as well as demanding it from you.  Otherwise, there will only be aggravation found down the road.  

When you seek your next new friend, client or job, determine if the conversation is in fact a two-way street and that a good dialogue is had.  LIkewise, when you communicate in this manner, it becomes a marketing message that precedes sales.  Your style also develops your brand.  

When people are willing to operate with open minds and possibly collaborate with you to improve the projects, you will be far more likely to find motivation and inspiration to keep on doing and improving uponwhat you enjoy.  And when you have the above components in place, you are on the road to a very Smooth Sale!

Those of you seeking new work, consider the AmericaHires360 Online Job Fair taking place the entire last quarter of 2011.

 

You may find more information in the following two books:

Nice Girls DO Get the Sale: Relationship Building That Gets Results

and

HIRED! How to use Sales Techniques to Sell Yourself On Interviews

 

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Attract the Right Job or Clientele: Tip #572

August 1, 2011 by Leave a Comment

Loyalty and priorities combined create increased results


Creative Commons License photo credit: Zack Sheppard

Friends forever

Companies of all sizes experience growing pains.  Whether an entrepreneur or a giant corporation, you will find false starts and then stops to reinvent where you want to go.  One of the most important factors to keep in mind is to keep your priorities in check and operate accordingly at all times.  

While you undergo different variations of your business, clients and associates will come and go; a few loyal ones will remain by your side.  Sometimes the people who initially help build your company are more modest in stature as you advance into better known circles.  Where many companies have gone wrong is to solely focus on the prize of the diamond, so to speak, instead of taking the less travelled patron along for the ride.  It's very easy to caught up in the excitement of the new connections.

This was the achilles heel for some companies.  With diminished loyalty to those less networked, the original people who helped build the company left for better treatment.  The support rung of the ladder caved, and those at the top, or most admired, soon became disgruntled.  By then the entire ladder crumbled along with the companies.  

Whether interiviewing on a job, selling to a client, or building an organization, you should treat everyone equally to remain on an even keel.  When selling or interviewing in a corporation treat everyone as the CEO of their job.  Likewise, in an organization, do the same.  Sometimes you will be surprised who actually makes the decisions and other times you will be surprised by those who choose or do not choose to stand by you through thick and thin.  

This practice will help you more readily hear the word, HIRED! and is exampliefied in the book, NIce Girls DO Get the Sale.  Most of all you will always be on the path for a Smooth Sale!

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Attract the Right Job or Clientele: Sales Tip #570

July 27, 2011 by Leave a Comment

Bridge the Gap for an Assured Sale

Vulcan Bridge
Creative Commons License photo credit: r-z

Find similarities between old and new careers

 

Last week I had the good fortune to be interviewed by Karen Ellenbecker, Host of Money Sense, WISN 1130.  Today, a listener called to say she took careful notes and became motivated to switch careers but she had a question of me.  She said the career she is after is to teach high school students whereas she now is a teacher's aide helping young disabled students.  She wondered how to overcome not having the exact requirements.

There is a technique called bridging; speakers and salespeople use it.  You first speak to the other party's needs and desires, indicate your skills are easily transferrable and then itemize how this is true.  In her case, disabled children no matter what age brings an extra set of responsibilities.  Speaking to the challenges she currently faces, it will be easy to transfer to working with teenagers.  I explained rather than focusing on the differences, she needs to focus on the similarities and how easy the switch will be.  Plus they will gain from her experience in handling difficult situations should they arise.  My listener was very happy with the answer.  i have no doubt she will soon hear HIRED!

The other piece of information comes from my first book, Nice Girls DO Get the Sale: Relationship Building That Gets Results.  The advice of truly understanding your prospect first, treating them as a potential friend and then demonstrating you are there to solve problems, will enable you to more easily get the sale.

Should you have any questions, please write elinor@smoothsale.net, I'm happy to assist and help you achieve a Smooth Sale of your own!

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Attract the Right Job or Clientele: Sales Tip #567

July 20, 2011 by Leave a Comment

The Art of Giving and Receiving

Italian Delegation, Afghan Entrepreneurs meet at PRT Herat.
Creative Commons License photo credit: isafmedia

Do you accept help?

Growing up I used to constantly hear about “takers” who had no knowledge of giving back.  Interestingly, today I’m meeting more people who give and are reluctant to receive.

Either of these scenarios do not work well in business because someone is always short-changed.  Once again you have to keep “win-win” in mind. In the past, I have traded coaching services with others because we needed insight on each other’s area of expertise.  Today I sometimes need a trusted friend to provide feedback for an intended project.  If you are uncertain how you can help someone, the best route is to ask.

Both of you may not need help at the same time but your agreement should be, “When the time comes you can count on me.”  Having a bank of people whom you can call on any given minute will do wonders for your morale and business.  Apply this same concept to changing jobs or finding a new career to more quickly hear, HIRED! 

Your marketing communication skills affect your clientele, finding the right job and increased sales.  More information on how to implement business growth ideas may be found in my book, Nice Girls DO Get the Sale.  

As you implement correctly, you are headed for a very Smooth Sale!

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Attract the Right Job or Clientele: Sales Tip #566

July 19, 2011 by Leave a Comment

Do you Empower Others?

Day 193: The Bluest Eye
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Give the Gift of Support

A very good friend of mine happens to be a long time friend of a woman who became a State Senator.  Last year, I heard the Senator speak and was so impressed by her ability to deliver an amazingly inspirational talk that I began to take notes on my iPhone.

I just completed the manuscript for my third book and realized those notes I took would supply the perfect ending for my book.  My friend encouraged me to send them to the Senator to ask for approval to use.   A few days later, I was further encouraged to pick up the phone and call the Senator’s office to find where the quotes stand in the process.

My friend is a prime example of the title for my first book,  Nice Girls DO Get the Sale: Relationship Building That Gets Results.  She and I both agree that community service is the way for businesses to truly grow.  I’m in complete agreement recognizing that’s how my second book, HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, came about.

Today I’m laughing at the fine motivation my very good friend provides.  I would never have called a Senator’s office had it not been for her.  Then I realized, how important it is for each of us to be the best friend we may encouraging our own networks to take that brave next step.

What if we each encouraged another, imagine where we might all be a year from now!

Everyone would benefit and we would all be further empowered.  Now that would be a true Smooth Sale!

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Attract the Right Job or Clientele: Sales Tip #562

July 12, 2011 by Leave a Comment

Relaxed communication encourages friendly business 

Day 269: Happy Birthday
Creative Commons License photo credit: madmolecule


On a scale of 1-10 how relaxed is your communication?

Yesterday I received a note of apology regarding a missed appointment.  Today when we finally connected, I heard more apologies.  I stopped “Jeannine” to say, “I’ve had my share of mishaps so I’m very relaxed about rescheduling.”

As you might guess, we had a relaxed conversation from that point forward.  By the end of our time together on the phone, we found a couple of new possible venues in which we might collaborate.  Leisurely conversations are a running theme through my book, Nice Girls DO Get the Sale: Relationship Building That Gets Results.

Another conversation was a bit more tense.  I was asked for help and many questions were posed.  My answers directly answered the questions yet “Jack” argued with me.  I then had to walk Jack through his original questions and take him through to the more recent to paint the picture of how the answers progressed.  Only then did he realize I was actually helping him.

The point today is whether you are on a job interview or building a business, both sides of the conversation must be relaxed and attention must be paid to the other person as they speak without interrupting.  Only after they finish speaking ask questions and be appreciative of the answers.  

Likewise, on a job interview should your answer be misinterpreted by the Hiring Manager, as soon as you recognize the mistake, apologize and clarify your meaning.  By doing so, you will save the prospect of getting the job and hearing HIRED!

Communicating in this manner will encourage repeat business, referrals and testimonials.  You will definitely be headed for a Smooth Sale!

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