After yesterdays post just in case you thought this blog was turning into a sing song and going deep with proverbs I thought I would get back on track ready for that final push towards the year end. The Go-Giver by Bob Burg and John David Mann is one book you may want in your stocking for Christmas. Once you have read it you may then buy Go-Givers Sell More. The book focuses on the Five Laws of Stratospheric Success. I built my Sales Presentations around these laws and saw a dramatic rise in my income.......FACT! Check out www.thegogiver.com and you can follow Bob and John on twitter @bobburg and @johndavidmann Here is the Law of Influence.
THE LAW OF INFLUENCE
Your influence is determined by how abundantly you place other people's interests first.
During you presentation how many times do you say the word "I", compared with how many times you say the word "YOU"?
"I am going to show you this."
"I think this is the best way."
"I have been doing this for years."
"I would buy this instead of that."
Your influence, i.e. your persuasion, and your selling skills can be greatly enhanced by placing your prospect's interest first.
SELLING YOUR PRODUCT OR SERVICE SHOULD BE ALL ABOUT THE PROSPECTS, NOT YOU.........FACT!
Many Sales Professionals focus only on their commission, not what the prospects want. If you put the prospects needs first, more often than not, you will get more sales....FACT! You may think you know what the prospect should buy, but a good fact find and great listening skills will let you know what they really need, and what would fit into their budget. Once you firmly believe that the product or service you sell will benefit them, you then have the chance to sell to everyone you meet.
Placing the prospects interest first starts as soon as you meet them. It's showing an interest in who they are and what they do. It's really listening when they answer the questions you ask, not just cutting them off mid sentence so you can start talking about you and what you like.
THE LAW OF INFLUENCE
Your influence is determined by how abundantly you place other people's interests first.
During you presentation how many times do you say the word "I", compared with how many times you say the word "YOU"?
"I am going to show you this."
"I think this is the best way."
"I have been doing this for years."
"I would buy this instead of that."
Your influence, i.e. your persuasion, and your selling skills can be greatly enhanced by placing your prospect's interest first.
SELLING YOUR PRODUCT OR SERVICE SHOULD BE ALL ABOUT THE PROSPECTS, NOT YOU.........FACT!
Many Sales Professionals focus only on their commission, not what the prospects want. If you put the prospects needs first, more often than not, you will get more sales....FACT! You may think you know what the prospect should buy, but a good fact find and great listening skills will let you know what they really need, and what would fit into their budget. Once you firmly believe that the product or service you sell will benefit them, you then have the chance to sell to everyone you meet.
Placing the prospects interest first starts as soon as you meet them. It's showing an interest in who they are and what they do. It's really listening when they answer the questions you ask, not just cutting them off mid sentence so you can start talking about you and what you like.
SAY LITTLE, BUT SAY IT WELL AND SAY IT SHORT: THE ART OF BORING SOMEONE IS TO TELL THEM EVERYTHING.
You may have heard of the WIN/WIN scenario, where you look for a solution where you both come out ahead. Of course, if you give the prospect what they want, you get paid. This sounds great in theory, but most of the time this is disguised as a way of keeping track. The laws of influence works when you put your prospects first, forget about your commission, or what you may get in return. It is a fact that if you put the prospects interest first on every pitch then this law will reward you in abundance.
"When you base your relationships - in business or anywhere else in your life - on who owes who what, that's not being a friend. That's being a creditor."
The Go-Giver
The best Sales Professionals make the prospects feel so special on their presentation and they do it so naturally, it's funny they are the best paid in the business! This is the Law of Influence in action.
FORGET WIN-WIN --- FOCUS ON THE OTHER PERSON'S WIN
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2 comments:
WOW - thank you for your very kind words about John David Mann's and my book. Honored, and greatly appreciated!!
Good information. Love the part about the Art of Boring someone by telling them everything. That was me at one time. Since then I've had some good sales training. And sales training although may be uncomfortable will usually pay off if applied.
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