Greetings!
Happy Tuesday! And Happy pre-4th of July! Personally, I especially appreciate this holiday with my reflection on the opportunities that I have and the freedoms available to pursue those opportunities.
My appreciation extends to those that have fought for our freedoms, rights and opportunities; to those that have laid down their life to protect these things and to all of the others that have sacrificed more than I can begin to imagine so that we can all continue to live in a land where anything is possible.
This freedom is best described in the Declaration of Independence and more recently in a movie starring Will Smith where he eloquently reminds us that through our freedoms we have the right to pursue happiness; that happiness isn't one of our unalienable rights, but the pursuit of it is. That in itself, when compared to many other nations, is extremely inspirational and motivational!
Thank you for a couple minutes there on my soap box! And I also thank you for the opportunity to bring this newsletter and my thoughts and ideas to you on a weekly basis. With that said, on with the show....
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Telling Isn't Selling
The Art of Conversational Selling
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conversation [kon-ver-sey-shuhn]
-noun 1. informal interchange
of thoughts, information; 2. The spoken exchange of thoughts, opinions and
feelings; 3. An informal discussion of a matter.
I once read an old-school definition of
selling that went a little something like this: Selling is convincing your
customer to buy something they do not want and then making them feel good that
they did. This style may have worked years ago, but try it today and you might
just get slapped! Well, you might not get slapped, but I bet your prospect
would seriously think about doing it!
The opposite definition is to thoroughly
uncover your customer's needs and dilemmas in order to provide them with a profitable solution. You can do this
through conversational selling and it is far more effective for you and for
your customer .This week we will break down this definition, examine how and
why it is effective and how using conversational selling can achieve the result
you both want.
First, we need to consider that today's consumer
is being bombarded with hundreds, if not thousands, of selling messages from
the time they wake up until the time they finally fall asleep. The last thing
they want is for some sales stiff to walk through their door and bully their
way in to their pocketbook. Considering the first, old-school sales method, there
are a few reasons why this it is no longer effective.
Click here to engage your customers through conversation!
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Helping YOU!
Answering Reader Questions
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A contractor I know is frequently asked by prospects if he has a ladder he can bring when coming out to look at a job to provide an estimate. It seems like an absurd question to me, but is one that is asked more than you'd think. I guess I'd take for granted that if a job required a certain tool or piece of equipment that the contractor would naturally have it or bring it.
But that got me thinking...If the question is being asked, it must be because it actually does happen and maybe more than one would imagine. Then I got to thinking a little more and wondered if it is happening there, it may certainly be happening in perhaps any industry. If so, what an excellent opportunity!
Make sure you are always prepared -- especially with the basics! Do not take for granted that just because you are prepared that your competition shares the same trait. Taken to the next level, examine what you currently do and identify areas where you may think you are prepared but could improve. Sometimes all it takes is that little extra something to elevate you to the top.
Do you have a question, challenge or opportunity that you'd like a little insight on? If so, e-mail it to workinghard@helpingusellu.com.
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Referring back to the featured article above, this week's question is...
"What do you feel is the biggest benefit of having a conversation with your customer?"
1. Asking Questions
2. Listening
3. Discovering problems
4. Providing solutions
Your answers are and will remain anonymous, so...
Click here to submit your answer
Last week's question and results...
"What stage are you at in your Confidence Journey?"
1. Foundation -- 0%
2. Passionate -- 33%
3. Creative -- 33%
4. Altruistic -- 33%
5. Other -- 0%
Do you have a question you'd like to see in a future poll? If so, send it to me in an e-mail. workinghard@helpingusellu.com
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Wrapping Up
Well, I hope you picked up a few good ideas today and I look forward to being with you again next week. In the meantime, if you have a burning question, shoot me an e-mail and I'll shoot you a reply.
Helping You Sell You,
Scott Gillespie
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Copyright (C) 2009 Selling U, LLC - All rights reserved.
Would you like to reproduce this document?
Please call us at 989.546.7355 for written permission by Scott Gillespie before doing so.
However, go ahead and forward this to as many people as you want!
Selling U, LLC ~ 9825 E. Broomfield Rd. ~ Mt. Pleasant, MI 48858
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Contact Information
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Call us any time at
989.546.7355
workinghard@helpingusellu.com
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Quote of the Week
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"Freedom is not the right to do what we want, but what we ought."
~ Abraham Lincoln
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