An excellent seller must be convinced of himself, identify with his product and his company and with passion and heart blood for what he wants to sell. It is also an advantage if he has a broad repertoire of sales skills. The ability to receive listening is the basic prerequisite to embrace the customer’s imagination.
You must like people
Only silent and listening, then talking, and authentic and thus credible: with a top seller, there is no contradiction between what he is doing and what he says. Because of its authentic approach at every stage of the customer conversation, it is possible to build a trustworthy customer relationship.
Change behavior and settings
This incomplete list could certainly be added. And to each of the abovementioned competences there is a multitude of training measures, all of which have their own right to exist. But the most important factor, which, according to the seller's experience, decides to a large extent about whether someone remains an average seller or has the stuff to a top seller is still missing. And that is the personality of the people who are able to do above-average sales.
Growing personality
Either a salesperson has personality - or he does not have it. If it were so, the talent for sale would be an innate gift, which then needs to be "only" updated. Of course, there is a personality kernel, which is fixed by the genes and can not be changed. It is, however, also uncontroversial that education, environmental influences and the human will to change lead to the fact that we can work on the concrete training of our personality traits. Each salesperson can influence his or her personality in such a way that it is easier for him to get involved in the world of the imagination of other people, namely the customer.
Immerse in the customer world
However, there are limits to this: a misanthropic man-of-the-man will hardly succeed in gaining the trust of the customer - because he really does not want it because he has no interest in it.
Whoever wants to score points with a personality must above all be one: He must like people. For those who like humans, the aim is to be useful to them. By the way, this is true for sales managers and salespeople, for leadership and customer contact: anyone who likes people is potentially able to develop into a co-worker-oriented executive or a customer-oriented salesperson.
Personality is not essentially changeable - from an introverted and condensed rationalist can not be made an extroverted feeling person who listens to his gut feeling. If you do not like people, you should not work in the sales department, who opposes people as a matter of principle, do not take the sellership. If a seller is out of place, it is the responsibility of a sales manager to make it clear to him.
Is salespersonality so lucky? To a certain extent, the development of personality can already be influenced. We possess the power and the ability to self-reflect, we can question and change our perceptions, beliefs, judgments and attitudes. A seller can work on his customer-oriented behaviors and his attitude, he can make changes to his attitude towards the client, his activity, and his product.
Selling is a behavioral tragedy, and a top seller differs from the more average colleague less by the number of sales techniques he masters, but rather by his attitude toward his profession, which is his calling. This is why it is important to make sure that the trainer not only practices methods, but also allows long-term changes in behavior and attitudes
Somewhat provocatively expressed: top sellers do not need trainings, but personality. They know that while they have an invariable personality core, they can, at least in certain situations, think and act differently than they have done so far.
It is therefore about personality development, personality growth, personality development - while at the same time maintaining integrity: the personality core is to be preserved. For example, according to the findings of brain research, human decisions, including purchasing decisions, are largely emotional.
What does not cause emotions is worthless and irrelevant to our brains. It is important to know which of the four limbic emotional systems prevails in a person
For the seller, this means two things: First, he determines which emotion system dominates him. On the other hand, he is trained to assess the customer's emotional system to apply customer-specific sales strategies: he is able to grab every customer with the emotional "horns" and to address the dominant emotion system in his argument.
Conclusion
What he should not do: bend, deny his own dominant emotions - and thus his personality. What he can do: take back himself, make clear that the other person has a different perception filter than himself, and evaluates and makes decisions on the basis of an emotion system that does not match his own.
As a result, the seller increases his perceptual antenna, he learns to accept other perspectives and go into them. It expands its horizon and personality - and then it is possible that the enthusiastically innovative salesman will withdraw something in the conversation with the security-oriented balance-keeper-customer and in his argument less of visions, but with numbers-data- Charts
Another example: the dominant seller, who likes to control and control the sales talk, is ready to learn active listening.
A salesperson who knows about his preferred emotion system and can appreciate his personality is more likely to dive into the customer's world. It creates consistency by addressing the values that are relevant to the particular customer.
For Dominance customers, these are freedom, pride, expansion, courage, and victory. In the case of the stimulant customer, the world of values revolves around individuality, curiosity, innovation and fun. The Balance Supporter customers are the values of trust, loyalty and security important to the balance-keeper-customer discipline, precision, thrift and justice.
In addition, the vendor argues strictly customer-oriented by showing negotiation strength with the dominance system customer and explaining to him how he achieves a clearly defined desired state with his help. In the case of the stimulant system customer, he raises his vision and the long-term goals and awakens the imagination with lively and exciting pictures and stories. The balance-keeper type is convincing by the structured presentation, as well as guaranteed guarantees and a right of rescission, whereas the balance-supporter-type would like to acknowledge his apprehensions and reservations.
Top-sellers like people and are able to assess their own and the personality of their customers and to make customer-oriented attitudes and behavior changes based on their personality core.
No comments:
Post a Comment