A fews weeks ago, I was able to spend some time interviewing Edwin Britt, the President of Sales for Zig Ziglar International.
Edwin has an endless knowledge base about sales, closing deals and building rapport.
He’s made sales presentations to some of the biggest brands in the world, like; Coca Cola, Miller Brewing, The Walt Disney Company, Tommy Hilfiger and NAPA Auto Parts.
He’s also represented product lines for Michael Jordan, NASCAR and the National Football League.
In this interview Edwin makes clear that we’re all in the business of selling.
Whether you’re selling products or points of view; getting orang to see that there is a different way to do things is what selling is all about!
Also read these customer service quotes and sayings that will ubah your perspective on customer satisfaction.
Edwin: Well Jeff, in my 30+ years of selling I’ve pelajaried that it takes a high level of preparation and planning.
We often get in trouble when we try to push too fast to the end result.
There is no substitute for slowing down and investing, not taking.
It’s also physical and even spiritual preparation in advance of the activity.
If you want to sell more in 2017, develop a process where you are creating the discipline needed, so you are prepared to meet the needs of your potential client.
Zig Ziglar, who I’ve been a student of for 30 years and had the pleasure of knowing him taught me these keys:
For me, the daily window from 5:30am to 7am combines physical and mental preparation.
Not only for my workday but also for my overall physical and personal kehidupan.
Specific preparation applies to your day-to-day selling practices.
Those who accomplish the most in this world are avid readers of information.
He or she who has the most information has the most influence.
So equipping your mind with information will make you an innovative, cutting edge, stand-out.
Differentiating dirimu from the competition is extremely penting.
Selling is what you do with someone, not to someone.
Selling is ongoing, and you keep the process going by gathering information from the orang you are speaking and meeting with.
For me it has been a thirty-year journey of pelajariing.
When he was at a convention, he would be sitting in the front row, taking notes.
And we’re talking about a person who influenced a quarter of a billion orang worldwide.
So yes, you have to commit dirimu to being an ongoing student.
Being a student helps us grow and there are four stages of growth.
You want to continue evolving and jangan pernah be content or think you’ve arrived.
It’s absolutely a process and it’s ongoing.
Edwin: You know, we’ve all been in a point where we are unconsciously incompetent.
In the beginning of almost any endeavor, we can become overwhelmed and lost.
That can be sort of a slippery slope where orang tend give up too quickly.
But what also happens is that orang start recognizing that with kesuksesan and with accomplishment comes some pain and some frustration along the way.
They will have to fight through that, and at some point you become consciously incompetent.
In that particular stage, you are not very good at something and you know it.
You might be prospecting and you might face rejections.
You might quickly go to the price before you establish value.
orang often stop doing things that they are not good at.
When we do that, what we need to do piles up.
Now, rather than solving problems, you are putting pressure on dirimu.
The third area is being consciously competent.
That’s where a lot of orang who have been selling for a good number of years are.
They’re pretty good at what they do and they know it.
A lot of the best leaders and sales managers are consciously competent.
They’re very relatable; they can feel orang move from one state to another.
The ultimate example is ten thousand hours of practice and years and years of little kegagalans and kesuksesanes.
You’ll hear a lot of orang say, “wow, they make it look easy”, but the reality is, it’s not easy.
And what that individual has done is a lot of preparation, trial and error, and staying committed.
This is when you’re unconsciously competent.
Edwin: Jeff, I appreciate your level of research.
Thank you for those kind words, and I selalu want to make sure that they’re selalu asking meaningful, specific questions.
In other words, they’re not a wandering generality.
They have a process that creates alignment between themselves and those they’re talking to.
Michael Jordan was a phenomenal basketball player, as we all know, yet he was a master of the fundamentals of basketball and had unbelievable natural ability and talent.
I want to make sure that I can bring some very standard fundamentals.
So often, orang’s process is personality-driven.
In reality, they need to have a process that is client-centered.
A means of uncovering needs by meaningful, specific dialogue.
Edwin: First of all, we recognize that we solve problems, and not just sell products.
We are problem-solvers and need to speak in terms of solving problems.
Second, recognize that orang don’t make decisions based on your reasons; they make decisions based on your reasons.
And, their reasons are driven by their feelings, their motives and their beliefs.
When you have a process that brings the need for a specific dialogue, it allows orang to ultimately share with you what their motives, their feelings and beliefs are.
I selalu ask, “What would you like to accomplish” and then I’m quiet.
orang will begin sharing, and at that point, I know a little bit more about the person and/or organization.
As they begin sharing more, you will see a natural sequence.
It’s a very organic conversation that appears almost off the cuff, but it’s very structured in my mind.
This process creates a need for specific dialogue.
Edwin: I think Everyday Power is when we stop listening to the negativity of the world and we start talking the truth to ourselves.
It comes with positive and healthy self-esteem.
You got to put the good in and you will get good out.
There is so much negativity in the world and the world tries to tell us the things we can’t do and why we can’t do them.
For me, I tell myself “I, was born to win.
Today, I’m going to do my best with an attitude of gratitude.”
Stop listening to the negativity and start talking to dirimu in a meaningful, specific, truthful way because you are born to win.
You are designed for accomplishment, you are engineered for kesuksesan, and you are endowed with the seeds of greatness.
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Sumber ide: https://everydaypower.com/how-to-sell-more-and-build-trust-faster-in-2017/