|
ASK
OUR EXPERTS...
My success depends on my clients,
doesn’t it?
By Michelle Nedelec of Awareness Strategies
I agree. We need other people to be successful. If I am the only one in
the room, then I am not selling anything...
However, let’s play “what if...” What if you really want something and you
put all of your efforts into it, and like a beacon in the dark, the more you
want it, the brighter you shine? And, you allowed those who don’t want it to
turn away and those who do want it to be able to see it for miles. And those
who aren’t sure if they want it and those not so intrigued by it gather like
moths to a flame. And what if how successful we are is dependent on how
bright our light shines?
If someone is assuming their success depends on the client, they come across
in ways they don’t want to. “Needing the sale” is one of those ways. I’m
sure everyone has experienced this at some point in time and if so, I’m sure
you can relate to my client Dave:
Dave was just starting out in commission sales selling computers. He was not
familiar with the inventory and he certainly was not familiar with being on
commission. When prospects came in the store, they approached him to get
information about computers. He certainly gave them plenty of information
although it wasn’t always the information they were looking for.
He had enthusiasm for the products, but once he realized that he was losing
the clients with information overload or inventory ignorance, he began to
panic feeling like his endeavours were hopeless. All he could think of was
the sale he needed and it appeared to be walking out the door.
This, of course, gave the prospects an uneasy feeling and they felt the
information they were getting was not directed to solving their problems.
Instead, they suspected that Dave was just trying to make a sale.
If you feel that the prospect is in control of your success, you will end up
jumping hoops to try and please them when, in fact, what they really want is
to know is that you are in control of the situation because they know they
are not. That is why they came to you in the first place.
Changing this mentality, Dave has discovered how in control of his success
he really was and his sales soared. Dave did it and so can you.
For more practical business advice, contact Michelle Nedelec of
Awareness Strategies at 403.259.2490 or email
michelle@awarenessatrategies.com
www.awarenessstrategies.com
|
