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3-Levels Of Suessful Selling plus articles and information on Sales Any selling approach that lacks a proven strategy michael kors outlet uk , a practiced proficiency for its application and most significantly, a full understanding of its psychological, human behavioral import ? is at best, a wishful endeavor. ?Paul Shearstone 2003 ...................................................................................... No one ever questions the fact there are born athletes who, when pared to others, make what they do look effortless. For these athletes, instinct seems to guide them like a good road map. That is their gift. Exceptional though they may be, even athletes like Wayne Gretzky or Michael Jordan michael kors outlet online , would never rise to their true potential without one integral ingredient - Coaching. Although I've written many articles on Coaching, this isn't one of them. I mention it only to point out that the aspect of coaching, is Mental. That is to say, gifted athletes already possess the physical skills necessary to excel. Nevertheless, it is only one aspect of their sporting expertise. Who among us hasn't heard a professional coach say things like: "I only want players with a good head on their shoulders" or, "I only want players with Heart!" What are they saying? They [Coaches] are saying there is more than one key discipline for suess in sports and that what's in the heart and head is more important than most all other attributes. The right knowledge and the right attitude, pensates for, often usurps mk outlet uk , things like natural talent. Can the same thing be said for Natural Born Sales People and the Discipline of Selling? Bet on it! The Rule: Renowned sales guru, Dale Carnegie, is known to be the architect of the 'Five Steps to a Sale' selling process. Over the years, his suessful program has stood the test of time and spawned many other suessful interpretations upon his theme. "Up Your Ine! Solution Selling for Profitability" by Paul Shearstone [available at all fine book stores and on the Net], is just one of them. :-) The reason for the suess of Carnegie's strategy is largely due to its simplicity. In short, five clearly defined, easy to understand Laws or Rules that apply to almost all products or services. For example: Step #1: "Talk to your customer Briefly regarding something that interests Them". Easy to say but what does it mean? Simply put, when salespeople meet customers for the first time michael kors outlet , they must say or do things to help with the initial Get-Ta-Know-Ya bonding process. Dale said, in your opening meeting with customers, the best way to get them to like you is to engage them in brief conversations about things they find most interesting. I could go on to elaborate further but the fact is, it works. The real lesson here is, now knowing this Rule, those without natural born sales abilities can integrate it into their selling approach and be guaranteed better results in the introduction stage of the sale. Incorporating the four remaining steps can unquestionably level the playing field with other petitive seasoned selling professionals ? but only if the steps are applied Correctly! The Application: Home Depot may have every tool we could imagine but if you don't know how to use them, what good are they? In professional selling, RULES are TOOLS. Use them right and they work. One need only look at the home libraries of most mediocre salespeople to find plenty of books and tapes filled with time-tested and proven rules designed to garner more sales michael kors uk , profit and suess. The courses have been taken and the rules have been learned but sadly, NEVER PRACTICED! Tiger Woods Michael Jordan Wayne Gretzky ? pick any one you like. At the top of their game, they still practiced the basics [the Rules]. Name any professional discipline; would a surgeon be allowed operate on someone without first having benefit of exhaustive practice? I sure hope not! The irony is, selling is the only professional discipline that allows someone to start with no experience and learn on the job. Even a professional laborer has to apprentice first. The point? Knowing what to say is only part of the suess-formula in selling. Much like any Academy Award-Winning actor, his or her part is honed and made convincing [award-winning] only through rehearsal and practice. In Sales: To the degree a sales-pitch appears natural and spontaneous, is in direct proportion to the practice put in it! ?Paul Shearstone 2000 [from the book Up Your Ine!] The Psychological Import: Independent, confident personalities may make great leaders ? not always great believers. My policy in life has always been to be guarded in what information I'll take in or believe. I am not a skeptic but since: [Aording to Albert Einstein] "We bee what we believe", and michael kors hobo bag uk , [Aording to Abraham Mazlow] "Most people live lives of quiet desperation", my reluctance to aept the reality-interpretations of others has served me well. It hasn't, however, stopped me from asking the question, "Why?" Anyone looking for the one defining ingredient that separates top sellers from the rest can find it here. Much like the runner who wins gold by 1100th of a second, the difference is subtle ? but dramatic. In selling, knowing the Rule and learning to deliver the Rule, still pales in parison to the importance of knowing WHY the Rule is so integrally important to the suess of the process. How much more suessful michael kors shoulder bags outlet , more convincing could one be if they knew the answers to: "Why is it so vital the Rule be done at this time, this way and not another? What is the psychological, human-behavioral importance of such a rule and why are my chances of suess predictably diminished should the rule be overlooked or poorly articulated? How does this Rule psychologically emboGuil.
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posted on: 02/03/2016 08:39:22 AM
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