Sell by Caring

Facilitating the Sales Process

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.

Continue reading...

Mirroring their Style

Learning about behavioral styles has given me an edge in my business relationships. I don’t lead from my place of comfort. I take cues from the person I am calling on and adjust to a style that compliments theirs. Communication is clear and covers the information the individual needs to hear to move the relationship forward at a pace that fits theirs.

Continue reading...

Build Instant Rapport

People like to do business with people who are like them. If your styles are different there can be a disconnect in conversation. Matching the other’s style creates common ground and builds rapport. “On a subconscious level, your prospect will like you and trust you.”

Continue reading...

The Art of Qualifying

Qualifying is the heart of the sales process. Improve your qualifying skills and your sales will increase.

Continue reading...

Listening and the 80/20 Rule

Brian Tracy (author of over 45 books including the Power of Achievement) had a blog post yesterday on “Listening Builds Self-Esteem”.   He points out that it builds the customer’s self esteem. Tracy quotes that “rapt attention is the highest form of flattery”. Get where I am going with this?  We hear it often yet [...]

Continue reading...

Just Say No!

C.J. Hayden is the author of Get Clients Now! I read her book several years ago and gleaned some valuable information from its pages. She wrote an article Want More Clients? Just Say No! This is an important lesson to learn although it seems counter intuitive.

Continue reading...

Self Talk – Turning a Negative into a Positive

Is there anyone who does not have a little internal voice telling them what they cannot do or how they are not good enough?  In coaching it is often referred to as a Gremlin.  One friend calls hers the Drunken Monkey.  Whatever the name this pesky voice frequently holds us back and limits our possibilities.  [...]

Continue reading...

Sales Tips – The First Call

To get started I thought it would be helpful to share my views on some basic sales skills.  It seems appropriate to begin with the first call. The first call – some tips to help get started and make it effective Have an objective for the call: are you starting to build a relationship, do [...]

Continue reading...