The Backbone of our Economy: The Selling Professional

Today’s challenging and outreaching economy creates the kind of  business environment in which all of us are selling professionals.  Selling strategies are basic requirements for those of us who are professionals in accounting, insurance,  law, investment, retail, education,  technology, health and entrepreneurship . 

Any business professional who relies on persuasive impression-making, on keen prospecting and  assessment, and on making  dynamic, results-focused presentations to get people to buy services,  products, and/or ideas, also needs innovative selling skills. With  competitors claiming to have the  best in products, services, people, and prices - what then sets you apart from the rest? You and your sharpened relationship selling abilities.

Today’s selling professional assumes the diversified role of marketing expert, educator, public relations specialist, networker, sociologist, linguist, coach, partner, motivator, and, most of all, problem finder and solver.  As the human relations expert, you know what causes people to buy and not to buy.

Equipped with a highly-motivated support system, a focused attitude and the determination to help the “buyer” to make a right decision, today’s selling pro is challenged by the economy and, also, enjoys the adventure of building it.

The Selling Professional:

  • Has a “they need me attitude” and realizes that the “buyer’ needs what s/he has to offer.  
     
  • Welcomes objections, realizing that they are calls for more information.  Objections are just what the doctor ordered, since the selling pro expects them, wants them and is prepared to turn them around. 
     
  • Hates to hear “Maybe” and acts like a laser beam to get a yes or no response. 
     
  • Knows that no spelled backwards means on.

Growing Your Selling Style

Selling is a two-sided interaction. It is the communication process that helps the buyer to make the decision to buy. That decision should be based on what is “right” for the buyer. It is your responsibility to stimulate buyers to share their ideas, needs, language, visions and business concerns with you. You need to develop questioning techniques to get the buyers to tell you about what they are really interested and what will make them want to buy (their buying motivators).

One good question approach is the have-want question.  Ask: “What do you presently have?” Elicit responses from the buyers to ascertain what they feel about what they have now. Then ask: “What do you want?” Elicit responses to ascertain what they would like to have based on their goals, budget, needs, etc. (Your job is to fill the gap between what they have and what they want.)

Get buyers to brainstorm using “What if you buy” questions and “What If you don’t buy” questions.  Stimulate buyers to put themselves into the situation with and without your products/services/ideas/you.

LISTEN YOURSELF INTO THE SALE BY GETTING YOUR BUYERS TO “SELL” THEMSELVES. Avoid talking yourself out of the sale.  Ask questions!

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