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Attract the Right Job or Clientele:
One Sales Success Strategy for Career and Business Growth
Should sales be stagnating, business declining, or career advancement not in the cards, our guest blog by Ira Ellenthal ‘One sales success strategy for career and business growth,’ offers helpful insights. His is a hidden sales secret gem of which many salespeople and businesspeople are unaware. Worse, many quickly dismiss the concept only to realize the need to quit their work because their communication style isn’t working well.
The sales success strategy applies to communications influence and attracting interest to the point of receiving unanticipated offers. For ideas, read, ‘One Sales Success Strategy for Career and Business Growth.’ The suggestions can improve your success rate, work will be more enjoyable, and the bonus is in advancing further than you previously thought possible.
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One Sales Success Strategy
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Avoid Sales ‘Turn-offs’
I think about selling a lot, and the other day, my thoughts turned to what is it about sales that turns me off the most. The answer came to me almost immediately: I hate scripted sales calls. Whether I’m making the call or on the receiving end, I hate it more than I can describe.
Why? Because it’s canned, and the deliverer will continue talking until every word of the presentation has been verbalized.
Have I ever made such presentations myself?
Of course, but as the years went by, I did it less and less until I ?nally stopped doing it entirely. I replaced it in various ways: with an open-ended question like the one in the ?rst paragraph, “What’s the fastest way for a salesperson to turn you off?”
Story Example
Upon consulting with a Spanish-language daily newspaper challenged by a falling circulation and a drop in advertising revenue, I turned it into a free paper. We gave it to thousands of motorists in high-traffic locations. The “freebie” version became instantly popular. One day, two older men nearly came to blows in a dispute over who had the right to the single copy remaining at a location they arrived at simultaneously. The results was, l logged extensive sales mileage from the story about the two elderly motorists.
Scripted Calls vs. Improvisation Artists
Jay Walker, the founder of Priceline and ApiJect and the most outstanding salesperson I’ve ever met, correctly notes, “You can’t script a sales call any more than you can script a ?rst date because things have a way of changing suddenly. Successful sellers know that and are ready to adjust and become improvisation artists. Improvisation is a pivotal sales technique.”
He continues, rhetorically asking, “What’s the best way to get a prospect to care and act? Tell them a relatable story.
For example, we don’t come home from work and tell our spouse that our work was 10 percent better than yesterday or that we spent 15 percent more Money today than on the same day last week. Instead, we typically tell them a story about our day.
Walker calls stories “fundamental to how people communicate, and popular tropes as hard-wired into our brains.” He knows that people don’t buy product features and metrics. “They buy a story about how your solutions can solve their problems,” he says, “but they can’t buy it until they can see it. ‘Fish out of the water,’ ‘wrong side of the tracks,’ and ‘rags to riches’ are all common story structures that are reinterpreted and resold daily in every aspect of our lives.”
Questions and Story-Telling Groom Forthcoming Sales
It’s vital to realize that no two people think alike, nor do they store information the same. We are each unique and it’s critical to treat every individual accordingly, as well as to capture the hearts and minds of the people we meet.
An excellent upfront question is to ask a prospect, ‘You must be so busy, what caught your attention to speak with me today?’ Accordingly, denial is eliminated, and the bonus is hearing how to construct your story to their interests.
Note: Ira Ellenthal’s column, “Sellenthal,” is published twice monthly on Substack’s channel, The Art of Selling. Ira is also the author of THE LAST BOOK ABOUT SELLING THAT YOU’LL EVER NEED.
For more Insights, Visit Elinor’s Amazon Author Page
Communicate to Attract Interest
Be A Story-Teller
“Believe, Become, Empower”
Related Blog Stories:
Consider All Strategies for Potential Revision
Examine All Venues for Improvement
Observe Reactions to Your Verbiage
Sales Tips: How to Market Your Business and See More Success
Today’s insights are provided to help you achieve the Smooth Sale!
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