When you examine your world today you will discover
how many times you are involved in some kind of negotiation, where you are
selling someone on accepting your idea at work, selling your son on the
importance of taking a shower after sports practice, selling the airhostess on
changing your seat on the plane, etc. You will be astounded at how much time
you actually spend, every day, involved in some kind of negotiation, where you
are attempting to persuade someone to see your point of view or where you are
attempting to influence someone.
I looked at my own life where I am involved in
selling or influencing people, to accept my point of view, throughout my day
and realised that selling or the ability to positively influence the people
around you to see things from your perspective, is not limited to people who
have Sales Professional on their business cards. It is a crucial life skill
needed by everyone.
My Current Research
Seeing just how often I am involved in selling
throughout my day, I thought well if I am involved in selling on such a regular
basis. Other people must be in a similar position. I then conducted some
exhaustive research into how much time the average person spends involved in
selling or attempting to positively influence the people around them in the
workplace. My research showed that people on average, irrespective of their job
title, spend around 40 % of their day persuading, influencing or attempting to
convince other people. So in reality, whether you like it or not, everyone is
involved in sales every day.
How
to Win at Sales
I know the by using the word win in the heading of
this paragraph, must seem very odd. For you to win at selling or in other words
to get someone to understand and accept your point of view, does not require
competition at all. It requires co-operation, understanding, fair exchange and
for the person doing the selling to be in a place where they are constantly
looking for ways to “HELP” or support the other party.
Why
should your prospect listen to you?
When attempting to persuade, influence or convince
someone to do something or in other words, sell them on an idea you have or to
accept your point of view, it is always far easier to be successful, when you
do not try to manipulate them. Instead,
you focus your negotiating skills on showing them what they stand to gain, when
they see your point of view, act in accordance with your wishes or buy what you
have to sell.
Authenticity
is key
People can sense sincerity, authenticity and
honesty. People you are attempting to convince or persuade are no different.
They will sense, when you are being authentic, focused on their needs and
wishing to help them or when you are selfishly focused on your own needs, where
you want to try to manipulate them.
So to succeed at selling someone on your idea, convincing your wife to watch the movie you have chosen or selling a product or service to a prospect, requires you to remove your need to manipulate and win and instead replace that with your need to help, support and ensure that the other party gets something of equal value in return. Always approach any negotiation, squarely focused on the other party and their needs, instead of your own and you will become far more successful.
Andrew is one of the most sought after Motivational Speakers and Sales Training experts in South Africa. You can trust him to deliver a motivational message that will re-energise your team and help them to ignite the fire of inspiration in their bellies once again. Should you want to improve your sales visit my website for details on my <a target="_new" href="http://www.andrewhorton.co.za/sales-training/">Sales Training</a> courses.
