Whether you like it or not – you, me and everyone else is in the “sales” business.
Unless you can sell yourself, sell your team and sell your business – you’re likely to be in trouble in the modern economy and work place.
Yet most people find the very thought of “selling” awkward and uncomfortable.
But it need not be.
When you take an ethical approach to sales you’re not actually “selling” – but in fact “helping” and providing value.
Use the 5 questions below to engage in conversation, understand the needs of the person in front of you – and then offer to help them:
“5 Magic Questions”
1. “What’s going on? / How’s business?” (Something simple and non-threatening to engage the other person in conversation, and understand what’s happening)
2. “What’s the one big thing you need to deliver or achieve in the next 6 months?” (Remember – you’re not selling anything. But genuinely trying to understand the other party’s biggest goal or objective)
3. What is your single biggest challenge right now? (Understand what their big frustration, problem or pain is)
4. “What difference would it make to you if you were to overcome the challenges and reach your big goal / objectives?” (This question is critical as it identifies and quantifies the benefts which comes from reaching their desired outcomes – and so the value you can potentially offer them)
5. “Knowing what you know about me, how can I help?” (This position yourself as the solution to their problems or the catalyst to help them achieve their big goal. And, so in turn, opens the door to opportunities for you)
What happens when you ask these questions?
Business Leaders - Ask these questions of your team and you’ll get a much clearer idea of how to engage and motivate team members
Employees - Ask your boss and key stakeholders these questions and you’ll clearly understand their needs. This then helps you position yourself as a solutions provider (instead of just another employee) which in turn helps you protect your position
Job seekers - Ask these questions during interviews (particularly at 2nd and 3rd stage interviews with senior people) and you’ll stand out. You’ll also become much better informed about the role you may be walking into
Consultants & Freelancers - Ask these questions to current and potential clients and you’ll understand their true needs whilst enhancing your relationships. And in the process, you’ll also potentially open up a range of new business opportunities without even trying to “sell”.
You’re Not Really Selling!
Intertwine these 5 questions into your conversations and you’ll realise that you’re not actually selling anything. You’re actually helping and providing value. (Which in fact is the definition of a sales transaction – an “exchange of value”).
So stop feeling awkward and start asking questions!
How can you sprinkle these magical questions into conversations this coming week…?
By Sital Ruparelia From Career Management TV
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