When it comes to promoting your business and selling your products, your services or yourself, are you an Annoyer, an Avoider or a Trusted Advisor?
An Annoyer is a “typical” sales person; always focused on selling and promoting, talks far more than he (or she) listens, will have a sale in mind when they talk to you and won’t let up until you cave in. They may mean well and genuinely think they have a good offer for you but are not putting your needs first so you feel used and abused. Think of all the annoying sales phone calls you’ve had when you feel like someone is reading a script to you and you could be anyone. They are putting their sales targets before your needs and you can sense it, can’t you? That’s what gives salespeople a bad name and could turn good salespeople into avoiders. These sales people have to unlearn some of their outmoded strategies to become a Trusted and Attractor salesperson.
An Avoider is typically someone who has been forced into a sales position and is not comfortable. Or has their own business and would much rather do what they love doing than promote and sell their services, they love to serve but hate to sell. They don’t want to spoil any relationships they may have built up through networking or marketing by actually asking for the sale. They are actually putting their own fear of rejection and bruised ego ahead of genuinely serving their client as they too are not putting the needs of their client first but being self-centred! These sales people have new strategies to learn that they actually already have the skill set for.
A Trusted Advisor is someone who listens, who has a genuinely good product or service and takes the time to find out their prospect or contacts needs and desires to see if their service is a good fit. It’s a collaboration, a dialogue rather than a monologue, a graceful conversation that ends in 2 people deciding if, when, where and how to do business together that will work for both parties. These sales people continue to learn and share their learning with their clients and their colleagues to enable exponential progress for everyone.
I truly believe that selling can be an honourable and authentic activity that brings success to both parties, seller and buyer when it is entered into with the right attitude and skill set and when the seller genuinely cares about their client.
If you’d like to improve your Trusted Advisor sales techniques, book in for a “Discover your Inner Sales Superhero” session with me now. You can find out more and book here.
“I have just had a very enlightening session with Nicci and would thoroughly recommend her ‘Discover your Inner Sales Superhero’ programme for anyone needing a boost with their Sales tactics. Her reports made some very valuable observations and I have taken away with me a list of achievable actions to help me move my business forward. Thank you Nicci!” Louise Craigen, The Social Manager at Platform Social