Hi,
In the past, to get ahead and become successful, sales people used to have to be good talkers. Not any more! Now, they have to be good listeners.
If telling helped in convincing people to do what you want them to do, there would not have been any problems at home or at work. You can not just change people's behaviour by 'telling' them to do what they have to do. Though your intentions are good, even your own children don't buy what you tell them to do just by listening to your great talk. At times, they may seem to have accepted, but in reality it is not true. So, what helps is not telling, but selling.
Selling differs from telling in lot many ways. Telling is just talking while selling includes quite a bit of listening, understanding, seeing through other's perspective, showing value, providing solutions, solving the problems, helping others meet their needs, and ultimately serving to make the world a better place to live.
Only dictators could get the work done by 'telling.' No one else! As a sales person, you can not be a dictator to win. In today's world, no one is willing to be dictated, be it in the home or at the office or in the market place. People want to be sold in a proper manner.
Hence, stop telling and start selling. Get into a dialogue mode, let customers talk, listen to them, understand their needs and wants, adopt a consultative approach for identifying right solutions of value for them, and create a win-win situation for both.
Linda Richardson in her book "Stop Telling, Start Selling" says,
"Stop thinking in terms of educating customers. Think more about educating yourself about customers."
You can get many more useful tips for your sales success from Linda Richardson's blog also at the link given below:
To your Sales SUCCESS,
With love,
Siva
PS: You are welcome to post comments on this blog post. Let us share our views and learn more.
No comments:
Post a Comment