Communication: The 4 C’s – Compassion

COMMUNICATION: THE 4 C’S – COMPASSION

For sales professionals – everywhere

This is the third installment in the series on Communication. The last one was about Courage – the kind of fearless, bold bravery that you need to ask buyers questions that will direct their actions to either buy today or to make an appointment with you to buy at a later date. If you missed it, please check it out.

This installment may seem like the opposite of Courage, as it’s about Kindness and Consideration for another human being – the buyer. I think to be a really good and consistent sales professional, you need a combination of both – Courage and Compassion. Compassion verb

Compassion occurs when we are not FEELING compassionate. When the other person is behaving badly or not doing what we want them to do. Compassion is the grace to understand what the other person is experiencing and bringing LOVE and empathy to the interaction.  Lou Holtz once said: “When people need love and understanding the most is when they deserve it the least.” Compassion is all about us and our ability to be generous to someone who is taking a long time deciding, someone who doesn’t communicate as well as we do, who is afraid of making a bad decision so elongates the process of making any decision. Compassion allows us to use the words ‘I can appreciate’ and ‘I understand’ and truly mean them.

When we LIKE someone, it has a lot to do with them – their personality, the similarities with our own behavior and choices.. When we bring LOVE to the interaction, it’s all about us and our ability to put kindness above all else…and to bring the kindness of directing the other person through a challenging decision making process so that they are grateful and satisfied when the process is over.

If you are good at Courageous Conversations, then Compassion is likely something you need to practice. Open your heart to experience the human-ness of the other person and see what develops. And let me know….I’d love to hear from you.

Stay tuned for the next Communication C: Commitment

Now, go sell something!

xo,

Jody

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It’s all about the “S”

Evaluating B-A-D-A-S Questions to determine outcome

S = Shopping and Comparing
For home furnishings showroom sales professionals and sales leaders everywhere

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Last BADAS question! And it’s a big area.

Especially given the Internet and the vast array of options that people have to purchase home furnishings products.

One of the reasons that traffic is down in most trade and retail showrooms is that customers and designers are able to research and source product over the Internet, whereby reducing their need to physically shop to see, touch, learn about the products they are considering. If that logic continues, it means that everyone who DOES enter a showroom of ANY kind is truly shoppersomewhere in the buying process to purchase. Whether they CAN buy or not is up to them and where they are in their buying process. Whether or not they WILL buy is up to us and how we execute our selling process. That puts the responsibility for the accomplishment squarely on the shoulders of the seller, right?

Having a few questions to ask, such as “Tell me about how you have been researching this?” “Where have you already looked?” “What have you found – did you like it?” “If so, what kept you from moving ahead with it?” “What was still missing that has you continuing to look?”

Couple that with a buying process timeframe: less than 3 weeks for retail purchases, meaning you want to know how long they’ve been looking. Some people are quicker decision makers, some take longer. Knowing which is which is important to understand when they will complete their process.

Overall, BADAS questions are about the RESPONSES YOU GET…  green light answers mean sell it today. Red light answers mean make an appointment today (on the phone or in the showroom or in their home) to sell it tomorrow.  As a seller, you want to ASSUME that they can make a decision today until you ASSESS that they can’t – and determine the actions you need to take to make an appointment to forward the sale.

 

You can do this. It takes practice and focus, and the ability to be with the unfamiliar and the uncomfortable so that you can become familiar and comfortable directing the process by asking questions.

And, of course, if you get stuck…call me.

 

Now, go sell something.

Love, love, love,

Jody

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Sense of Urgency

For salespeople, sales managers and designers everywhere

How do you know when it’s time to close?

Time-for-Action Are you looking for it…and if so, what are you watching and listening FOR?

And, if you know and ask for the sale, are you willing and able to ask again if you need to?

I find that salespeople (I will lump everyone together on this!) want to be able to close more often and more quickly, but there are things that get in the way of that happening. Let’s take a look at how to organize our thinking about Urgency.

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YOUR expectation / THEIR expectation – Do YOU expect them to buy if you find what they want? Or do you think they need to keep looking (maybe because YOU would if you were them)? Do THEY expect to find what they are looking for today and with you? We take actions based on how things ‘occur’ to us and if you think they won’t buy, they most likely won’t.

YOUR strategy to determine motivating factors – what are you consciously asking them to learn THEIR sense of urgency? And if you are unable to find one, how do you consciously CREATE one? Yes, you can really do that! All buyers have motivating factors; why they are in the buying process now….what the ‘no deals’ are…..what the priorities are to them, and so on. As a seller, we need to consciously determine these in order to know HOW to spend our time with them so that we can close what needs to be closed or how we will ‘forward the sale’ – such as an appointment or homework – to get the sale when they are able to buy.

How we prepare and go INTO the sales interaction, what WE expect to create and accomplish, is HUGE as to what we leave with. It takes preparation, patience, and knowing WHAT we need to know in order to close more sales and close them quicker.

And, of course, if you need help with that process, I’m here to help.

Cheers and love,

Jody

Jody Seivert 300 dpi

And, of course, if you need help with that process, I’m here to help.

Cheers and love,
Jody