Connecting the proverbial dots. To be successful in sales, grow your business and make more money, you must have outstanding communication skills.
One expert who knows and lives this is Bob Burg, co-author of the international best selling book, The Go-Giver. I interviewed Bob about The Go-Giver and his new book, Go-Givers Sell More. Bob told me the secret to being a top-notch sales professional is to always put the other person first. This must be communicated in all of your words and actions.
“…When you’re simply out there to make a sale it’s all about you and your product. When you’re out there to create the environment where a sale is made, now your focus is on the other person. You need to be able to genuinely and authentically help people to feel good about themselves. And at that point be able to help them make the connection between their need, want and desire and your product or service.”
One Step Further
Readers of this space know my background is in communication and news. Bob agrees with me that listening is important but there’s one additional and critical step. “That person who can listen and communicate that they are listening, it’s not just that you can “do the thing’, you’ve got to be able to communicate that you are doing it, those are the ones who are most effective.”
I hate to sound like an infomercial, but “WAIT! THERE’S MORE!!!”
There’s another dot that has be connected in this communication and sales cycle. Hint: According to Bob, it starts with the letter T.
“Right now we live in a very low trust society. The good thing is that if you’re the person who knows how to develop that sense of trust, to communicate your trustworthiness and do that in a fairly quick period of time, you’re that person who is going to get the business. It’s important that they like you; it’s even more important that they trust you.”
The bottom line is that when we shift our attention away from ourselves and onto the other person—to help them overcome challenges and succeed–we are Go-Givers. The dots are connected. All is well.
By the way, Bob Burg is my guest on “Winning Ways”, a 30 minute news interview series on success. Details at http://www.getinfrontcommunications.com/aces
(Photo Credit: Kathy Cassidy)
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