Now that I am no longer involved with Linked:Seattle I have started a new group on LinkedIn called the “Seattle Business Network“.
You can find my group here:
I am looking forward to interacting with you in the new group. I will be announcing future meetups that I will put on in the new year through the SBN group.
P.S. Don’t forget to check out my “LinkedIn Secrets” videos, posted in the “Members Area” of my site. They provide some very useful strategies, and step-by-step instructions, for how to take LinkedIn to the next level in building fruitful professional relationships. They are completely free, but you do have to register as a member of the site to view them.
The “I” in the CSI of Sales with Carolyn Cooper-McOuatt.
How many times have you put all your energy into telling a prospective client all about what you can do for them and failed to listen to what they really need and want from you? We are given two eyes and two ears for a reason. We need to watch and listen twice as much as we speak. Carolyn’s philosophy is to speak only 15-20% of the time during this part of your sales process. This is the fun part! This is where you get to “invite” your potential clients to work with you, or buy from you.
How many times have you come to this point, and failed to “ask for the order”, or “invite” them to work with you, or buy your product? We wait for them to ask us, and most of the time, they are waiting for you to ask them. Forget all about the “closing the sale”…never do that again…it hurts! All you really need to do is “invite” them to be your client. There are only two answers: 1.Yes, I would like to be your client. 2.No, not right now. Is that so painful?
Once we get used to making the “invite”, we need to consider if we really want to work with that person, or not…if it is a fit for us. If not, then we need to be willing to just “let go”. You can do it nicely by referring them to someone in your network that you think would be a better fit for them. It is not all about, “I need to get this sale, no matter what!” Sometimes, if it is not a good fit for us, we could end up going through a learning curve we would have preferred not to have to face…if you get my drift!
The “S” in the CSI of Sales.
This is where we step up to actually talk and ask brilliant questions and draw out what people want. And then when we know that we can facilitate solutions, that’s when the sale comes. So, this is when you actually get to speak.
Speak only 15-20% of the time, max. It is through this process that we discover if we can actually help them with what we have to offer. This is the time that we draw out what people really need and want, because most of the time people really don’t even know that. We need to match and customize our business services intimately with what they want. It is all about the benefits for them.
It is also about letting go of our own egos and being willing to let go. So, when people tell us about their needs and wants and we can see that perhaps there is not going to be a fit here, we need to be willing to let go and pass them on to someone who can help them. If it is not your “gig” to facilitate them, then you can recommend someone else.
Wrap your mind around the fact that your business is a really great business, and that you are worth what you ask for. It is a commitment within yourself. Define a clear and meaningful intention about how you want to be in service in your business. Once you have a clear definition of who you are in your business and what you have to offer, the fear goes away.
Carolyn is on a mission to get small businesses to dream big…really big, because that is when they will have a real impact in this world.