My first formal sales training was conducted by a man who believed in his self-confidence and was almost aggressive. At the time, it was in conflict with the nature I reserved, and I didn't even have a sale in the next six months.
I know that I have to change the method. At the same time, I realized that I had to make two sales, first of all, myself, so that my customers "believe" what I might say or recommend, and then the second sale is the actual service I provide.
Through this understanding, I began to work to establish a rapport. The system I created was very effective and I was shocked. Customers can buy almost anything I recommend. I know my system is working!
Then I started teaching other people in other industries, selling everything from new kitchens to carpet cleaning, from blinds to jewelry and systems, beyond my maximum expectations.
The "system" is based on the principle of Dell Carnegie's book "How to Win Friends, Influence People...".
People are interested in themselves more than 10,000 times more interested in you [or your product or service].
Salespeople often ask questions in sales to learn more about their interests and then make some suggestions based on this knowledge. The salesperson then did the usual practice of "trying to close the sale."
This process is flawed for a variety of reasons. First, salespeople usually don't have the right to talk or comment because they don't have the first sales step to sell themselves, so they have the right to speak and recommend.
If you have enough relationships with your customers, I mean the same relationship you have with a 10-year friend, then the customer will "trust" you and your opinions. Often, salespeople make premature recommendations before they establish enough relationships to generate their own objections.
No one likes a self-righteous person, which is usually a trap for salespeople, rather than establishing enough relationships before making a suggestion.
So how do you build a large-scale rapport in just 7 seconds?
The best way I teach others to use is to understand the DISC Profile. The DISC profile has been around since 1920, when Dr. Marston observed that people's behavior was divided into four different categories.
These are...extroverted and task-oriented, outgoing and people-oriented, task-oriented and retention, and people's positioning and retention.
This means that about 50% of the population is task-oriented and about 50% are people-oriented. In addition, 50% of people are extroverted and 50% are retained.
By understanding the data, I learned that by being friendly to your customers, you may be annoyed because 50% of them are task-oriented and they are harassed by friendly salespeople. They feel that there is no need to like the people they buy.
Although the other 50% of the population is in need of people who like to buy them, or in principle they will not buy from them. You will be amazed at how accurate this is. If you don't believe me, you will ask your partner or friend and you will find it is true.
Now, the secret to building rapport is friendship if they are friendly or people-oriented. If they don't respond, don't try to stay friendly. It takes time to learn this skill. It took me about 6 months to accurately and consistently select a person's DISC file.
Once I learned this, the rewards were incredible. Even if I don't know how to "complete the sale", I also have customers who want to buy "How do we work together" from me, "How do we get started", "When can I start" all this, before they know the price, my service! I found myself needing to say, "If I outlined the investment before I started, would you mind?"
Through this technology, I realized that I created a sales system that "does not object", where you have no objections at all! This is in contrast to trying to overcome the objections written in dozens of sales books. Communication is the key, and you build rapport when listening, not when you are talking.
Obviously there are a lot of things in this system, which I can talk about here. In fact, it is a whole book full of information, but knowing a person's DISC profile is the most powerful thing you can learn in sales. Because you are learning how to use your own language with people.
There is another step in selling with the DISC profile, which is to sell outwards and reserve personnel.
However, space allows for more to be involved here.
Try to learn more about the DISC configuration file and research. Even on the phone, you can reach the stage where you can choose a file in less than 7 seconds! The reward is great when you know a person's DISC file and use it to communicate.
DISC is available for sale, but it is very effective for use with other business training services such as small business management, recruitment and leadership.
Orignal From: How to create a report in 7 seconds!
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