In the world of how to be a good salesman? Success can be boiled down to three simple things: leads, follow-up, and the “you go first” principle.
Firstly, leads are abundant in today’s world. With numerous products available for lead generation, and more information than ever before, generating leads is no longer a major issue.
Secondly, follow-up is crucial for success. Even with the best sales techniques, poor follow-up can result in missed opportunities. Utilizing a good CRM system and using it daily is essential. When following up, always aim to add value to the conversation by providing useful information.
Thirdly, the “you go first” principle is the key to success in sales. Rather than relying on scripts, tricks, and persuasion courses, this technique simply involves going first. If you want someone to like and trust you, then you must like and trust them first. If you want someone to buy into you, you must buy into them first. This technique is so powerful that it eliminates the need for any other skills or tactics. By genuinely liking and trusting the person you are dealing with and adding value to every interaction, you can achieve sales wizardry.
The ability to like and trust others is crucial in sales. If you don’t like or trust people, they will not find you likable or trustworthy. All other sales techniques aim to teach you how to get people to like and trust you enough to do business with you. However, by simply going first, people will feel your sincerity and will naturally follow. This approach is so effective that it’s rare to be refused in a face-to-face interaction.
Developing deep empathy has been crucial for me in many areas of life, but it was a difficult skill to acquire. I used to be a very combative person, and my arrogance was both my greatest strength and my biggest flaw.
Now, I am still confident in my beliefs and thought process, but I have learned that being knowledgeable does not make me more correct than others. My views are valid for me and my unique experiences and perspectives, but I understand that if I had their perspective, I might come to a different conclusion.
One of the things that I think people are often hesitant to admit is their own selfishness. The truth is that we are all the center of our own universe, and it is important to acknowledge that. We can act in our self-interest without guilt, while understanding that others are doing the same.
Empathy is about recognizing this fact and understanding that everyone acts in their own self-interest. It is not just about superficially understanding someone’s feelings, but understanding their motivations and desires.
By truly understanding someone’s perspective, we can anticipate their actions and align ourselves with their interests, leading to mutual agreements and successful relationships.
In sales, being a great talker and storyteller is important, but being a good listener and questioner is even more important. Empower your potential client to tell their story and explain why they should do business with you.
When you genuinely like someone, it means that you see their value and appreciate their struggle. Imagine that they are a family member trying to achieve something, and feel the support come from within you. If you really care about them and their life, they will sense it and be drawn to you.
Trusting someone means believing that they are mostly good people who are doing their best. Talk to them like you would talk to a sibling, without any agenda. If they don’t need your services, no problem – if you trust them, they will trust you and may even connect you with someone who needs what you offer.
To buy into someone means to understand their needs and connect them with others who can help them. Don’t just shove your business card at them – learn about them and help them. If you become someone who is genuinely interested in helping others, people will trust and like you, and business will naturally follow.
I used to have difficulty connecting with people because of my past experiences with manipulative individuals. However, through hard work and determination, I have learned to overcome this tendency and become a better person. Anyone can follow this path by focusing on liking, trusting, and helping others, rather than using tricks and manipulations to achieve their goals.
In conclusion, success in sales is simple when you focus on generating leads, following up effectively, and adopting the “you go first” principle. By doing so, you can build trust, establish meaningful relationships, and achieve your sales targets effortlessly.