Monthly Archives: April 2012
You have it when: You don’t have it when:
I’ve done that I can do that
Only when you have done it can you share personal experiences. Only when you have done it can you provide evidence that supports what you are saying. Only when you have done it can you show the confidence that you can do it again.
Today there really are not many risk takers on the buying side of sales. There is always a decision to be made before a transaction takes place. Think about cold calling – if you walk into a new business unannounced and make a sale you might want to stop by the market and buy a lottery ticket on your way home…because this might be your lucky day!
Credibility is everything and most customers have to trust you before they buy from you.
Now it’s not just that you’ve done it, but who have you done it for. It’s important that you have a few credibility stories. Be ready to share how others have benefited from having a relationship with you…but don’t stop there because this is where your competition stops.
The greatest credibility is when your customer gets it that you get them. How engaged are you when you ask the questions that discover what your customers greatest needs are and provide them with practical solutions. Can they trust you understand their business objectives, performance, and their challenges?
Anyone can make claims of a proven track record, experience, support, and satisfied clients.
Incredible credibility comes through diligent preparation and thought-provoking questions.
You are a “Salesperson” OK that’s one strike against you. You have to know right upfront that if you are in sales you’re “guilty by association”.
Let us play a game of word association…I say a word and you say the very first word that pops into your mind.
Sales! OK I think I heard you say…pushy, annoying, greedy, aggressive, dishonest, egotistical, and solicitor.
Pretty sure I didn’t hear…resource, expert, professional, solution, caring, value, or partner…but it could have been!
If you think the title change on you business card or the position you reference yourself to the gatekeeper is going to disguise that you’re a salesperson you’re wrong…I know now you’re probably a consultant, adviser, specialist, area or territory manager since it’s harder to find any sales associates or account executives.
In today’s competitive environment it may be necessary to remove sales from your “title” but don’t misrepresent the role you play within your organization. You are a “Salesperson” and though your clients may have their guards up you have every opportunity to separate yourself from the pack and emerge the leader because of the way you:
Think Act Talk Listen and Perform
Don’t ever shy away from who and what you are. Most products and services sold remain simple and straightforward. It’s your unique talents that make you ideal for your role.