What better way to sign contracts than using a nice, high-quality pen that you like to hold in your hand? On the other hand, you might also notice, by asking your questions, that your interlocutor does not need a pen, but rather a pen . In other words, the solution product service that you are going to offer will be directly linked to the needs that your interlocutor expressed or implied when answering your questions. Why I changed my mind about selling Everything I have just told you, I did not yet know last year. I learned this through my interest in sales… and I even started to enjoy selling over the phone and in writing. Last year, I was a real beginner. I was taking my first phone calls and I was totally uncomfortable.
This is called manipulation, the exact opposite of persuasion. I am writing this article because it saddens me to Panama Phone Number List see talented entrepreneurs or consultants . not having the audacity to sell their services at the right price proudly display their prices on their website and wait to be contacted big mistake offer a free quote on their website and wait for requests . everyone already does this create an online training course, post it on their website and wait for people to buy it that won’t happen send quotes to the shovel and never get a response and even worse do not follow up I made all of these mistakes. For example, I posted my prices on my site for months… and I’m still biting my fingers.
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For example, if you take this mythical scene in the Wolf of Wall Street where Jordan Belfort in a seminar asks participants to sell his pen. The participants’ reflex is to describe the characteristics of the pen This pen is beautiful It is such a color It is not expensive In reality, this is not how you are going to sell a pen. You sell a pen by understanding why the other person needs a pen. You understand that the approach is totally different because it is based on the psychology of the client. We also come back to the number 1 quality of a good salesperson, I named empathy. The best sellers are not going to sell the pen by describing its features or its benefits to the customer at least not right away.
They will first start by asking the right questions Do you already use pens? Tell me… why are you using pens? What do you use the pens for? How often do you use pens? Do you prefer to write with a pen or a pen? Asking questions like this will help you get to know the deeper needs of the other person. On the one hand, you will be able to sell him your solution more easily by playing on emotions or logic. You do this by describing the characteristics and benefits of your product service. For example, if you tell me I use the pens to sign new contracts, I might sell you an expensive and luxurious pen, reminding you that these contracts change your life and the life of your business.
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After all, I had little experience and little credibility. In addition, I had to sell my services to people who were older and more experienced than me. And that’s not all. I am an introvert by nature and oral communication is not at my greatest strength. I have improved since then, but it hasn’t been easy. Fortunately, I have had this realization, listening to seminars on selling and reading a few books, that selling is not a bad thing in and of itself. I learned that You can sell while remaining ethical and aligned with your values We can sell without putting pressure We can sell even if we are a little shy and introverted There is nothing wrong with that as long as you don’t lie or force the person to do something they don’t want to do.