“In your presentations, insure your clients that you are working for them.”
One of the reasons why sales has earned such a poor reputation over the years is because the salesperson themselves speak and respond in a self-serving fashion.
One glaring example of this less-than-attractive reputation is the failure to listen to the prospect’s specific needs, wants, and desires. If one had to identify a single missing link in the success chain, it would have to be the skill, or lack, of listening.
When you were communicating with your prospects, be it on paper or verbally, it is in your best interest to make certain that your clients are aware that you have their best intentions in mind at all times. An effective way to convey this relationship is by using the word “you” more than you used the word “I”, “me”, “we”, or “us”.
Another way to impress upon the client that you are the “real deal” is with timely follow-up and follow-through. You will make a distinct impression if you also indicate that they are a top priority by how fast you return phone calls. If you need a single action designed to position you as a caring business partner… do what you say you’ll do. No exceptions. No excuses.
If my column is beginning to sound too basic and riddled with fundamentals, then that is a sure sign that I am finally getting through to you. Listen to me when I say, “It is basic. It is fundamental.” Building a business is nothing more or less than a strict adherence to the basics and fundamentals.
Listening to the needs and wants of your clients with follow-through as your positioning battle cry will get you to the “profit land” a lot faster than wishing, hoping, praying, and dreaming.
I suppose there is one more professional skill worth developing which leads directly to you listening and interpreting what you hear. That skill involves questioning. Asking your prospects and clients the right question is an intelligent lead in prior to your listening to their reply.
Basic? I would say so. Fundamental? It doesn’t get more fundamental than this? Smart? You bet your life.
Mike presents a business-building webinar on the third Thursday of every month sponsored by AmaWaterways. To receive a complimentary invitation send Mike an email with the phrase “AmaWaterways” in the Subject Box. You will also receive a link to the recorded version.
For information on Mike’s 6-Week Online Selling Course, email Mike at firstname.lastname@example.org with the words “sales course” in the subject box.