How To Be More Honest And Close More Sales

How To Be More Honest And Close More Sales

By:


You've heard it before, so you probably already know that business is driven by sales. Sales is driven by people. And everyone who ever meets a customer is in sales. Right?

What you may not know is how to get people to be better at sales, without expensive sales training?

The key is connection but how do you get an instant connection? Great question Im glad you asked.

Think of people you feel most connected to. Have they shown you their vulnerability and authentic selves? Now in a sale, whom do you buy from? Someone you feel connected to or someone where there is no connection?

An example of vulnerability might be saying (as a member of my board did when he was starting out in sales "Look, I'm new at this so I might mess it up, but I really don't mean to and this is actually quite a good product so I just hope I do it justice?"

It might mean admitting "This product isn't perfect. It has its weaknesses. For one, it will not have feature x for another 6 months. However, you will see during this presentation that the strengths outweigh this weakness 10-fold".

Do you notice how an honest declaration makes you more likely to believe the pitch you know is coming, before it even comes? That's a compelling result already.

This works because we all buy from people you connect with. So, here you are spending all this time hiding parts of your personality in order to be professional. That has the net effect of disconnection. By trying to speed up a sale by doing everything right, we are slowing it down by being less vulnerable or authentic. The flip-side is that if you are both authentic and vulnerable, you actually speed up the sale. You have everything to gain and little to lose by being authentic. Vulnerability is not that old Budweiser commercial where you break down crying while saying, "I love you man!" Vulnerability is a state of mind. It is a clear signal to your prospect or person you are talking to with, "This is who I am. This is real. Im not hiding anything." If youre new to a situation, then be honest. If you don't know the answer, say so (then make a point of finding out). If you disagree, beg to disagree. If you messed up, cut the excuses. Simply acknowledge you messed up then move on. If you think you have salmon stuck between your front teeth, say "before I start, I just have to know - do I have salmon stuck between my front teeth?"?"

If it is authentic and honest, then your vulnerable will deepen the connection. And connection is the foundation of all business. This will take you further and faster. People appreciate that in the Age of Speed.

So if this is so simple, why arent more people doing it? Simple. Because most people have been taught a style of selling that places the emphasis on "what you say" not "who you be".

Being is more powerful than saying.

Sincerity is more powerful than slickness.

And vulnerability trumps the slick sales-patter every time.

About the Author:
Daniel Batten makes unconventional products for conventional areas: your business and your career. Using "chaotic compliance: you learn to succeed in your business/career by becoming a persuasive speaker, a GenX leader, or a headhunted employee. Find out more by subscribing to his free newsletter: => http://beyondtheceiling.com/newsletter.html or pick up secrets from his blog http://beyondtheceiling.wordpress.com/



Article Originally Published On: http://www.articlesnatch.com


Tags: , , , , , , , , ,

|

Loading...
Related....
Videos...

Recent Business Articles

Comments

Still can't find what you are looking for? Search for it!

Loading

Site Navigation:

Copyright 2005-2011 ArticleSnatch, LLC - All Rights Reserved.
Privacy Policy | Terms of Service.