Bridge Opposite Thinking to Improve the Outcome

 Dedicated motivation to continue learning is essential to move career and endeavors forward.  Making the commitment to relentless personal development is what increases self-confidence.  For further help, public speaking classes work remarkably well.  The point is, to have the courage and the charisma to begin speaking with potential clients as if they are instead, potential friends.

Right now, can you say with100% confidence:

• You encourage a give and take of story-telling with clientele.
• Clients and prospects confide situations they are facing.
• Your clientele lets you know that they enjoy speaking with you to the point they want to buy from you?

The last bullet point is the goal for those who are working toward a robust sales pipeline.  It is the heart to heart conversations, the authenticity of your experiences, and willingness to share lessons learned that encourage confidence and trust in you.  Continuing the conversations in this manner will build strong relationships.  In the end, repeat business, referrals, and testimonials become yours.

A good habit for gaining a greater understanding of another is to inquire about the reasoning behind a decision that will involve you.  Build upon the initial question with additional and then you will recognize the better way to proceed.

A good question to ask when you meet someone for the first time, and they introduce a project, is “What led up to your decision and what influenced you  to go down this path?” The answer provides insight as to whether the vision is fully developed. Similarly, you might ask how team members were selected so that you have improved insight into working with everyone.

In the conversation that follows, ask additional questions to encourage new ideas to develop.  People appreciate seeing you do your best to grasp what they are trying to achieve and that you are willing to brainstorm with them.  The goal is to learn and be helpful. The optimal goal is that ultimately a new project may arise.

For any sale or friendly negotiation, seeking to understand the widest perspective possible works wonders for coming to an improved understanding.  And as recognition of the other person’s experiences reveal themselves and their thought process is apparent, an agreement becomes far more likely. 

The asking encourages others to share their personal experiences.  And then the conversation becomes an exchange of past personal adventures that may point to commonalities between the buyer and the seller.  The dialogue transforms into an energetic story-telling event.  And the best part is, prospective clients, invite the salesperson to return for further meetings because the conversation was fun as well as being informative.

See Video:  Build a larger clientele

Sales Tips

1. Review your favorite stories from the past.
2. Create short form two-minute stories for the favorite experiences.
3. Practice asking questions and story-telling with friends and peers.
4. Ask prospects about their experiences.
5. Acknowledge what each person shares and respond accordingly in a friendly tone.
6. Test the experience of story-telling on your next appointment.
7. Analyze the reception of your story to refine and try again.
8. Use humor in conversation if it's natural for you.
9. Complete your conversation with one more question to inquire about the intended timeline.
10. Celebrate success.

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Contact elinor@smoothsale.net for Book Packages 

Packaging may also include Event Speaking and/or Sales Training