Over the years, I have heard others talk about the top producer as some incredible sales person. When in fact, everyone who has ever had a close friend knows how to sell. How you act and talk to your best friend is how to be a top flight sales person. There is no other training necessary. You are now a master at selling! The straight talk, the humor, the sincerity that shows up in friendships are also what works best in selling. All the candor, joy, vulnerability, and just the reality of being you is what sells, and sells and sells. Your fearless conversations and sincere promises that happen in a friendship also happen with the best sales relationships. If you can be trained to regard every sales relationship with as much spirit as one regards a friendship, the selling will happen. Try this simple technique: when a problem occurs, ask yourself what would I do and say if this person was my best friend? How would I get in touch with this person and begin to speak to her/him right now? Miraculously, creative, long lasting sales relationships are built out of this technique.
Rebecca West sums it up, “There was a definite process by which one made people into friends, and it involved talking to them and listening to them for hours at a time.” Our business is so simple and technology is making it even simpler. People want to talk to a “live person” who cares!
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