Regardless of what role we have in organizations, I believe we are all in sales. Why? Because all of us, more often than not, are in the business of connecting solutions to problems and essentially transferring trust. We are usually convincing other people to buy into an idea, product or service we’re offering. Sometimes the person is internal to our organization; other times they are outside. If we peel away the veneer we usually are helping someone avoid a pain or fear and/or helping them achieve a desire or goal. I believe the RESPECT value of the Character Triangle is a gateway for successful selling. Why? Because, one of the key subsets of RESPECT is great listening.
Recently I heard a terrific presentation from super sales coach and leader Gerry Layo. Here is the essence of his short course on selling. Gerry says the short course is 4 words:
ASK QUESTIONS AND LISTEN!
Too often we are so focused on what we are going to say that we stop listening. Gerry’s contention is that the strongest sentences we can give to customers end in question marks? I believe it’s the same for anyone we interact with; at work or at home. When we can get people to open up, to trust us with their hopes or fears, we can usually help.
Another great sales coach, the legendary Zig Ziglar, said, “They don’t care what you know until they know that you care.” So when we ask the questions we also have to listen with sincere purpose and care.
People who live in the Triangle contribute great value to others …and that is what great sales people are …super value providers.
So you and I can improve ourselves by applying Layo’s short course on selling.
Ask questions and listen with care!
Live the Triangle,