Sell by Caring

Leaving enticing messages takes thought and preparation. Learning how to leave enticing voice mail messages is imperative to building business and has a greater chance of getting a response. These strategies will help you stand out from the crowd.

This skill is fundamental to incorporating behavioral styles into your sales process. Combine the GRID with the lists of traits in previous posts and you are on your way to understanding how others perceive the world around them.

In sales, relationships are a bit like friends and family. We get to choose our friends and create a relationship to our liking. With family we are thrown together not because of a want or desire and we build a relationship with what we have, like it or not.

I want to share my joy in the process of uncovering information. Questions are the core of qualifying. What begins as a mystery unfolds to become the known. When done well, there is a wonderful back and forth that engages the prospect/client and provides me with information. All the while building a relationship and rapport.

Facilitation may seem like an odd word to apply to the sales process yet it makes perfect sense. To facilitate a conversation is more than listening or leading the discussion. There is a continuous cycle to facilitating, moving the discussion forward creating a continuous process, while making it smooth and easy for the client or prospect.

What do they want? Correctness and accuracy. C-behavioral styles want to make sure that they get everything right and aren’t focused on much else.

Sell by Caring is a forum for sales professionals to share tips and ideas to increase our sales, better serve our clients and help us be more effective. This page is for comments on the Sales Tool Kit as well as tips in addition to those in the Kit.

What do they want? Security. They want to feel safe. They don’t enjoy surprises or sudden changes, and they rely on routine to help them make their way.

Sales isn’t about talking, it is about listening. Relationship and consultative are used in connection with sales. To build a relationship or be a consultant one must learn about the other person and their business. It takes asking thoughtful questions and listening to the response.
So I am starting the communication series with listening, an essential skill for success in our profession.

What do they want? Positive, social interaction. They seem to care more about the connections they make with other people along the way than with the final result.