Coaching4Growth ~ SELLING
LAST WEEK you were introduced to our S.M.A.R.T model, distilled over many years of professional coaching, that forges a simple but critical link between the five strategic areas for business growth.
Over the next few weeks, we shall apply each of the *strategic headings of Selling; Managing; Administrating; Recruiting; and, Training, to the **tactical work-headings of:
- RELATING = seek 1st to understand
- DISCOVERING = begin with the end in mind
- ADVOCATING = think win/win
- SUPPORTING = put 1st things 1st
Today, we focus on SELLING
Relating ~ More sales are lost due to a clash of behaviour than for any other reason. For everyday face-to-face encounters, understanding the four Primary Personalities is sufficient for establishing positive relationships. You are either emotively Cool or Warm; and assertively a Teller or an Asker, so is your customer. Accommodating the traits in your customers, significantly narrows the gap of potential conflict. If you successfully relate to someone’s behaviour traits, they will intuitively co-relate to yours. To arrange your Inter-personal Skills workshop, email firstname.lastname@example.org. Get this right, and you may move on to …
Discovering ~ Before someone buys anything, they must agree they have something in life they want. Opinions and views are rarely uncovered by arguing hard-facts, the things that can be measured, but by pursuing soft-facts, the attitudes, feelings and desires of the people involved. Using the analogy of a journey is helpful here; unless someone knows their departure point, how are they going to arrive at their chosen destination? Your focus with the client, therefore, must be on what they feel, what they think, and what they want. Socratic, discovery questions, help the client visualise their future, revealing any deficiency ahead of them. To arrange your Discovery workshop, email email@example.com. Get this right, and you may move on to …
Advocating ~ Only after a client has discovered AND agreed they have a problem they want to resolve; will they be receptive to solutions. Knowing how to invite a client to discover their own solutions, that solves problems they have identified, allows them to feel good about doing something; it is their idea, not yours! To arrange your Advocating workshop, email firstname.lastname@example.org. Get this right, and you may move on to …
Supporting ~ The psychological term ‘buyer’s remorse’ describes the anxiety some experience after making a significant decision, including any purchase, and is more common than most businesses suppose. Many salespeople neglect to support a client’s decision to purchase, because of poor Planning, Organising, and Reviewing. Include each client who has used your services with scheduled follow-ups, and e-cards for example. It is essential that every client continues to feel satisfied with what they have bought from your company, through your salespeople, or why should they return for more business? This is where an Active Task Analysis Planner distinguishes those who remain on top of their sales-role, from those who simply play at it. To arrange your Planning & Organising workshop, email email@example.com.
*Strategy is working back from where you want to be, by when?
**Tactics is how you are going to get there?
To discuss this paper or arrange your workshop(s) email firstname.lastname@example.org
Complicated IS Easy! Simple IS Hard!