We;ve been setting the ground work for sales, leadership and relationships, because that is what Rock Solid Selling is all about…
TRUTH IN SALES
SOLUTIONS FOR LEADERS
RELATIONSHIPS THAT SERVE
I believe that becoming a certified truth in sales trained salesperson is at least 80% of all needed leadership and relationship skills.
Is life black and white for you? Is it always easy for you to discern what is right and what is wrong? If you are like me and every person I personally know the answer is no. As a child I thought the world was simple. You get up, you follow the rules, you work hard, and hopefully you are successful. Well, that meant you did as mom and dad said as well as preachers, teachers, and coaches. Was I wrong! Everything is not crystal clear and we have to make hard choices that sometimes lead to bad decisions. And, the dreaded consequences.
As I talked about in the last podcast perception and disclosure are the pillars of communication. Communication between perception and disclosure is, what I call, the big gray line. The gray line that one must navigate to get from truth to transparency in any relationship. In understanding each other.
How to understand and trust each other both personally and professionally. In today’s technological world there is less personal friendship than there was 30 years ago, but it still stands. People do business with those they like and trust. Especially in big decisions.
Let’s start with being understood. It is always about the audience Does your audience understand? Of course this is easiest with an audience of one. The more people involved the more complicated the communication. Can you think like they think? Do you know them well enough to do so?
Knowing what “type” of person they are helps. There are several test out there to help know personality types. Such as, Myers Briggs. the Disc, The Riso. Currently Sally Hogshead has a great new book out called, Fascinate: Your 7 Triggers to Persuasion and Captivation, about how to fascinate people based on who you are and who they are.
That is the key. Can you present to them based on who they are? It is always a division of who you are and who they are. For example, do you think that a lawyer talks different to his potential law students than he does to a judge? Of course.
What are the keys to this communication between disclosure and perception?
THE 5 KEYS
- YOU MUST NOT QUARREL
- BE GENTLE TO ALL:
- Never bully
- Do not be pushy or manipulative
- YOU HAVE TO ABLE TO REALLY TEACH
- Must be simple
- Find the right opening
- Must be able to qualify or disqualify
- Patience takes time
- YOU MUCH BE HUMBLE
- Cannot argue a point
- Humbly correct if need
- Point out your experiences and their outcomes
When these are done with vulnerability and humility you can actually help someone get what they want and what they need. Sometimes that will help you sell your product, sometimes it will be irrelevant, and sometimes it will just be the right thing to do. Again, this is putting back on the table, what they want to know and what they need to know.
So those are the 5 points to serving, selling, leading and being.
Till the next time we meet…
MAY THE TRUTH BE YOUR GUIDE