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Selling
I sat with a prospect one day last week who was interested in one of my services, and I quickly remembered to meticulously avoid what the old school of selling taught, namely "needs". Avoid asking the prospect about his/her needs and instead, ask about his/her "wants". Needs testing, as it is sometimes referred to, is old hat, mundane and boring. Ask about wants. Frame it in the present, next month, next year or five years from now and the prospect will usually open up with all kinds of wants. Just as there is no "silver bullet" in selling there is, however, a "magic carpet ride". Place the prospect on that magic carpet...and you will hear things like:
- "We were thinking about a bigger house."
- "I want to buy long-term care insurance."
- "I want to pay off my mortgage."
- "We want to save enough to send the kids to college."
- "I was thinking about a sports car."
- Etc. etc.
People live for the future, a brighter future, and you should discover that future early on in any conversation.
Careers
Many of our readers fall into one of these categories:
- The Unemployed. Those who are seeking satisfying work.
- The Non-Employed. Those who voluntarily left the work force (for various reasons) and now find this new 'work status' just plain boring, stressful and unfulfilling.
- The Underemployed. Those who are functioning in jobs that are beneath their experience and education level.
- The Empty Employed. Currently employed (and perhaps even at a high level) but their position leaves them empty; it no longer feeds their mind, stirs their heart, and/or nourishes their spirit.
For people in any of these categories the "ReCareer Success Inventory (RSI)" assessment is recommended. It is an invaluable centerpiece for solid preparation and execution of a vital and vitalizing ReCareer phase of living life to the fullest.
To learn more about growing your business or ReCareer call us at 800.732.8076 or email us at dbs703@aol.com. There is no obligation on your part and we will not try to sell you anything.
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