Become a Person of Influence
by Mary Jane
Mapes
Whether selling your boss on an idea or selling a prospect or customer on a product or service, if you consistently do seven simple things that most people don't get around to doing, you will put yourself in the ranks of achievers.
1) Take action NOW. Have a meeting to discuss your proposal? Write a follow-up note immediately. Have an interested prospect call you? Get back with them at once. Hear of someone who could use your service? Get on the phone and call them now. Move quickly. Ask yourself, "What can I do to move this process along more quickly? What can I do to strengthen this relationship now? What can I do to move the sales cycle forward faster?
2) Be punctual. Never make people wait. Arrive at least ten minutes ahead of a scheduled appointment. If going some place you've not been before, do a test run the day before to make sure you know where you're going. Otherwise, allow additional time to find your meeting place.
3) Respond to all phone calls and emails within one business day. Not only is it a courtesy, but you never know when the person calling is a potential customer or someone who will some day be in a position to recommend you. Get back to them now!
4) Don't be afraid to ask for help. Most people appreciate being of assistance when their expertise is valued. If you need their help to win with someone else, it becomes a triple win.
5) Develop real partnerships with others. A partnership is an interdependent relationship with another. It's a relationship where you need each other. It's a relationship that is built on trust and mutual respect. When you are able to ask the right questions and help other people do what they are already doing, but more effectively, you are on the road to developing a real partnership. It takes time; it takes caring; it takes being part of the planning process. Mostly, it takes the best you have to offer another.
6) See yourself as a change agent. For someone to even consider your idea, product, or service, you must be able to show them how they will improve on what they're doing by making a change. That takes two things: 1) an understanding of what your customer is currently doing, how they're doing it, and why they're doing it, and 2) belief in what you are selling.
7) Recognize the significance of the stories your "customer" tells you. For instance, one of my best clients, John, told me that he had once hired a man to do training who just didn't connect with the training participants. John never hired him back. John was letting me know that to be successful in his organization, I would have to connect with his people. Before even submitting a proposal, I asked if I could meet individually with everyone who would be taking the training. He agreed.
At those meetings, by listening to their answers to my questions, I was able to build trust and rapport, while gathering important information for the proposal. Because I was able to connect with people individually, they felt comfortable with me and communicated this to John. John accepted my proposal. I did the training and have enjoyed repeat business ever since.
John's story disclosed an important part of his need. Everyone who takes the time to tell you their story is doing so for a purpose. It's your job to figure out what they are telling you that will assist you in helping them get what they want.
What I'm saying is put the other person's needs ahead of your own so that you can begin to build the relationship critical to win/win outcomes.
©Copyright Mary Jane Mapes All rights reserved.
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