Marketing
Want to Be More Influential? Learn From Super Salespeopleby Mary Jane Mapes
From the telemarketer to the retail sales person, you will notice that those who actually move you to action and leave you feeling good about yourself and your purchase after the sale all have something in common. They don't do a product dump; they take an interest in YOU! In fact, when you pay close attention, you notice the following:
They believe in their products and services. They know that belief in what they are selling is key to their own integrity. Since who people are seeps from every pore in their body, they broadcast their belief in their products without ever having to actually tell you.
They listen to you...they get to really know your needs and wants. These are people who make you the focus of the conversation. They know that they can't help you get your needs met until they know as much as possible about you. They listen twice as much as they talk.
They ask more questions; they ask deeper questions. For example, they know that when they hear you say, "I'm looking for quality at a reasonable price," they don't automatically start telling you about their quality, nor do they begin to share their price structure with you. Instead, they listen for those words in your message that could mean different things to different people, and ask for specifics. They respond with something like,"When you say 'quality,' I'm wondering what quality looks like to you," or "I hear you say that price is a concern. I'm curious what you consider a reasonable price."
They persevere; they follow-up. They keep a stack of note cards handy, and after they have met with you, they sit down immediately and write you a note of thanks for your interest in their product or service and/or for having allowed them to serve you. They keep their promises. If they say they are going to get back to you, they do!
They demonstrate their desire to partner with you. A client of mine was telling me about a man who wanted to sell him a new boat. My client didn't purchase a boat because he already had one in Florida and had planned to have it hauled to Michigan for the summer. When the boat salesman heard my client say that he had a boat he needed to have transported, the salesman immediately volunteered to bring the boat to Michigan for him. My client commented to me that he was so impressed with the man's willingness to go the extra mile to build the relationship that he would definitely consider buying a boat from the man next year.
They build internal alliances to get things done. These are people who understand that they don't work in a vacuum. They recognize that it takes a team effort to fulfill promises and build a solid reputation for service. Therefore, they develop their internal relationships through cooperation and collaboration, and make sure that they do what they can to help others within their organization get their needs met. They show appreciation for the things that others do for them. They keep others informed. They ask for other’s input on matters that will effect them. They help others feel important.
They let you ( the customer) write their script. In other words, they allow you to teach them how to sell to you. They recognize your unique qualities and challenges, and would never give you a generic sales pitch. When they tell their story, it is always from your point of view...not theirs. How can they do that? Because they have listened to your concerns, discovered your needs, asked more and deeper questions, recognized your uniqueness, and have a sincere desire to provide solutions to your unique challenges.
Take another look at the seven items listed above. Aren't these the same things others need from you in order for you to become a truly influential person?
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Author of self-study learning systems, Kalamazoo, MI-based Mary Jane Mapes helps turn prospects into customers and customers into clients. For free catalogue or to book her to speak at your next meeting, contact her at mjmapes@aol.com, 1-800-851-2270, or
