Sell by Caring

Questions are the Seeds to Success

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.

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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.

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Listening – an Essential Skill

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.

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Communications – a Series

If I had to choose one factor that makes or breaks a relationship it would be communications. Tune in for the first post of each week as we address this essential aspect and work to improve our communications.

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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.”

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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 [...]

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