So many people believe they can’t sell, won’t sell and as a result, don’t sell.  But we all do sell .. all of the time whether we’re aware of it or not.  Friend to friend, parent to child, amongst colleagues.  We’re in a constant flow of collaboration.  What makes each connection work even better? Quite simply, when the focus is on what we are doing for the other person, rather than what we are hoping to get out of it

Listening rather than waiting to jump in with what we anticipate what we think someone wants to hear before we’ve heard them out.  Staying silent when that’s what is needed or appropriate. Being constructive in our comments, not destructive or devastating when there is no need.

Easier said than done. Of course.  But back to selling.  For success in sales, compelling communication is crucial and developing your own style is key. When you’re more comfortable and relaxed,  people feel more inclined to engage with you.  Logical really. It’s a win/win situation.   If any of the following describe where you’re at right now, then take a look at how effectively you’re presenting. Whatever you’re working towards, whether it is a speech, a presentation, a pitch, just remember be clear about what you want people to remember. And most of all, remember…

People remember how you make them feel

Remember…The sales process is NOT about YOU. People prefer to do business with people they like.  The most important reason someone does business with you, is because of YOU and how you make your customer feel. The sales process is about how your customer feels, you  have to give clearly demonstrate  why they should buy from you.  Remember too, just because you are ready to sell something, now may not be the time for them to buy even if they want what you are offering. Give them a reason to choose YOU.  To come back to you if the time is not right.  Think about it, what sets you apart.  What can you do that makes their buying and post sales experience better than anyone else can provide.  Build that loyalty, over-deliver and you’ll deserve their business.  Fall short and someone else will fill that gap…. Fast.

Remember…..You are only as good as the service you give your customers. As well as doing a great job,  It is not enough just to do the job well, you need to over-deliver and give your customers much more in terms of service.  This is what will set you apart and creates customer loyalty. Always remember…..People remember how you make them feel.

Remember…..Delivering a good service is only part of the unspoken ‘Rule of Engagement’. Ask yourself each time you meet with a customer, what worked, what can I do better next time?

When you don’t secure a sale, there’s a good reason why…. When you’ve done your pitch and your customer is  not willing to commit, there’s every likelihood, you’ve not convinced them you’re the right choice. Perhaps there is some fear or risk attached to your customer making that commitment. Some people don’t like to say no or perhaps, the person you’ve just presented to is NOT the decision maker. Price, lack of trust or confidence, unsuitability of what you’re offering are all possible reasons for not buying from you.  All possible reasons that you could, if you had been listening or asking the right questions, have known before the end of your presentation.The real questions after an unsuccessful pitch include…….. Did I establish any level of rapport? Did I know what this customer is expecting out of my pitch? Did I ask enough to establish what their motive for buying and degree of urgency to buy before pitching? Did I make a real value proposal in light of this knowledge? If someone wants to think about your proposition, usually  they want a better price, are not the decision maker, or think they can get a better deal elsewhere. If you find yourself in this position and they want more time to ‘think about it’, ask how long do they think they need and agree a date to revisit. Ask too, what else can you do to help them decide.

Remember…. People Buy from you because of YOU……

So…. You need to be liked and trusted to secure the sale. Finding your own style of presenting yourself and your company is crucial.  When you feel comfortable, you’ll communicate well and with integrity.  Then, you begin to build trust.

See Failure as an opportunity.  When you don’t get the result you anticipated, it’s a great opportunity to learn from the experience.  An experience is what you get when you don’t get what you want – and is worth it’s weight in gold !

Perhaps MOST important of all..

Remember… you have two eyes, two ears and one mouth for a reason !!

So, in the words of Oscar Wilde “Be yourself, everyone else is taken”. Develop your own style that you’re comfortable with and see your business relationships flourish.

mailto:janie@janielazar.com where you’ll get practical advice, build on the skills you already have, and remind yourself of skills you’ve forgotten!