Let’s face it; every day, many of us find ourselves in situations where we must “sell” something to someone else. We may not think of ourselves as a sales person; we may not have been trained in the art. So we are, what I like to call, an “accidental sales person (ASP).” The ASP acknowledges that selling happens everywhere, everyday in life.
I may be a contractor who wants the edge in a competitive bid situation. I may be a physician selling a procedure to a patient or a lawyer selling his services to a potential client. I can’t just submit numbers. I need to interact skillfully, create relationship, build trust and rapport, and create value. I may be reluctant or unsure about how to do it. But the way I can win that business is by being a confident, authentic, enthusiastic sales person.
From the perspective of Heart of Sales, when you come from the right place, the sales process is natural, fun and produces incredible results. We do it all the time. The principles are very simple:
Authenticity: First, the ASP has to throw out preconceived notions of what a sales person should be or sound like. The ASP remembers that you are most attractive when you are fully and authentically being yourself. Start there. Relax into being who you already are. You don’t have to be anyone else.
Receive Your Client: Be curious and genuinely interested in your customer, your prospect. Until you fully receive your client and truly listen to her, it will always be difficult for her to open up to you. Get interested. Who is that person? Where is she? What is she like? How can I be a resource to her? Placing your focus on them (and off yourself) puts you in a very different position, a position with real connection potential. Once a client feels received and appreciated, the opening for her to see who you are and what you have is created. The possibility of a transaction with you then becomes a welcomed reality.
Transfer Enthusiasm: Knowledgeably transfer your enthusiasm for what you have – your product(s) or service – in a simple, skillful way. You don’t have to artificially pump it up. Be natural. You must be the expert; know your facts and clearly articulate the values and benefits. Creating rapport is not enough. Good rapport does not always lead to a successful transaction. Transferring enthusiasm includes answering questions and addressing concerns competently. Only then, can you convey value in a way that lets your client relax and trust you.