Everyone sells something, be it a product, service, idea, outcome, or skill. Yet, no one really like to be sold to. Just the thought of having to go through a sales process fills many people with dread.
Everyone buys and most people enjoy the buying experience. This process often starts with excitement at the idea of acquiring something new and ends with the satisfaction of having it in hand.
The disconnect between the joy of buying and the loathe of selling tells us that most companies and their salespeople are doing a poor job of closing the gap between these experiences. If they have been through sales training or read sales books, this means they are either not using what they’ve learned, or what they were taught is not what customers want to receive. From my experience, it’s often more of the latter.
Most sales professionals agree that selling should focus more on listening and less on talking. Yet, most sales methodologies are hyper-focused on perfectly scripted, feature-benefit laden diatribes that even salespeople wouldn’t want to be on the receiving end of.
That’s why, in Sales Yoga, we sell our way to more deals using HalfTalk. By talking half as much as we normally do, we immediately shift the dynamics of the conversation, weighing in favor of truly making it all about the customer. They say more, we hear more, and along the way, if we ask the right questions, facilitate a process where the buyer closes themselves on the deal. No coercion, convincing, inducing, or even seducing required.
HalfTalkers create buying experiences that people enjoy being part of as they are completely heard, served, and satisfied in the process. Sarah from Boston, a HalfTalker for the past decade, shared in a recent conversation that every year she gets a little better at HalfTalk, yet, those incremental improvements have generated 30% or more growth each and every year. “My buyers tell me how different the buying experience is with me,” says Sarah, “and with the amount of repeat business and referrals I receive, the proof is in their loyalty.”
So, go forth and HalfTalk. You’ll sell more with less effort as a result of engaging people in a sales process they run to instead of run from.
- Scott Wintrip
Scott Wintrip, PCC (scottw@StaffingU.net) is Founder and President of StaffingU, the leader in providing relationship-building techniques guaranteed to grow your business. For information on StaffingU's programs and services, including TeleClasses (live telephone-based classes), Virtual StaffingU (web-based courses), individual and group coaching, on-site training and speaking, and consulting visit www.StaffingU.net or call 866-SU-WORKS (789-6757).