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Put It Into Practice
Whether or not you are in a formal sales role, selling skills are an essential tool to have in your professional tool kit. If you are not as successful as you'd like to be in selling your organization, manager, peers, direct reports, clients, investors (or even your children) on your ideas or proposals, take a step back and ask yourself these questions:
Step 1: "Have I really listened to the other person?" Before you sell, use your natural curiosity to ask questions about the other person's goals and interests. Linking your proposal to someone else's stated objectives makes it more likely to be heard. Step 2: "Am I introducing my own objections into the process?" If you are not fully sold on the idea yourself, the other person may pick up on your reservations. First take the time to work through all of your own objections before presenting your plan to the other party. Step 3: "Am I selling a small idea instead of a big one?" Your attempts to pare down your proposal may backfire, especially if the party you are selling to is a big picture person. Avoid the temptation to water down what you think really needs to be done. If you go big, the other person may be influenced by your passion and commitment.
Need Better Selling Skills? |
| Through our partnership with Sales Training Consultants, Forward Focus is a distributor for the Integrity Selling® program. By helping sales people align beliefs, emotions, knowledge and actions, Integrity Selling helps expand the capacity of people to ask questions, listen, build relationships – and sell more effectively. For more information on this program, send an email to bwilliams@forwardfocusinc.com
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For other Forward Focus tips, exercises and tools, we invite you to access the Tools section of our web site: www.forwardfocusinc.com
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