Take,Control,and,Your,Relation business, insurance Take Control and Your Relationships Will Flourish
As we all know to live in this world we have to perform some activity by which we can earn money. There are many activities by which we can earn money and meet the standards to live in this society. And from one of them is franchise. Franc Small offices have unique needs, and thatincludes document shredding. Designed with the smaller business inmind, the Dahle 20314 is a cross-cut shredder that offers Level 3security and brings you into compliance with federal regulations. The
How can I help you, seems to be the spoken or implied question from one person to the other in a selling situation. Typically your prospect or customer will say, I have a question or a problem, or Can you help me? or I need some information on . As an experienced sales person, youll listen for a few seconds, and think youve got it. Then you start selling, i.e. trying to persuade the person to buy your idea of the solution. Somehow sales people feel one sound-bite is all they need. Its similar to Name that tune in 3 notes. This is a big mistake when trying to establish or enhance relationships.Heres why. First, the prospect doesnt know you understand, so s/he will have continual doubt that you really understand his or her situation. Second, as youre giving away all sorts of information, youre getting committed to your rhetoric, and this will make it difficult to be open-minded for solutions that the prospect has in mind. This will cause resistance, frustration and uneasiness not good feels for prospects to have. Sales people feel that by grasping the problem quickly and talking about solutions theyll be perceived as experts and in control. Where as control is knowing what the other person is thinking and then using those thoughts to influence him/her or run away. So to learn those thoughts and be in control, ask more questions and let the person tell you.Its good to ask, How can I help you? but then listen and without formulating an answer. Now here is the difference between what you do now and what will make you extremely effective. Let them tell you their idea of the solution. Say, Ok tell me more about how you want to do about it? or something to this effect. For example, youre talking with a prospect. He says, Ive got this widget system and its not right. So you say, What do you mean? and he says, Well its too slow, etc. Now this is the point where youll have the urge to offer advice, abut dont. Youll want to offer youre suggestion of how to make it better - preferably using your services. If you do, your prospect will get all your wisdom; factor it into his vision; and mentally determine how you fit his world. Hell nod, but you really wont know where you stand. Hes in control.So to gain the knowledge that will put you in control say, Well, what do you want to do about it? and listen again without formulating an answer.Then take it to the next level. Hell tell you his vision solution, or he will say he doesnt know and thats why he has asked you. But you cant give him the answers yet, even though youve got (in your mind) the perfect solution, and even though you believe (deep in your heart) that you know what he needs. But you cant because he doesnt know you yet. So you have to work with him to build-up his confidence that you understand him. This will be your ticket to success. So you say, I have some ideas, but I need to ask a few more questions. You said it was too slow, how much faster do you want it to be? Hell answer and you say, How come? You explore and you will get a whole new prospective about this prospects issues as he builds his confidence in you. This will be very hard for you because youve been trained to give your commercial instantly and this makes you look creditable. But the more you hold back and the more you explore the more youll learn, the more the person will feel trust in you and the easier your relationship will build.Your prospect says, Its too expensive. You say, What price would you like it to be? It is smooth and customer focus. You get to learn whats in the persons head and you can choose what to do about it. You can address it, support it, refuse it or do whatever you want with it. Now thats control.And now I invite you to learn more.
Take,Control,and,Your,Relation