e likely to blossom in the field of sales.
Influence is the process in which one changes another person’s behavior. When presenting a product or service we must first create an offer that will capture the prospect. When we pitch our case in an influential manner, we find ourselves closing a majority of our sales. When we have no influence over the prospect, we often times find ourselves closing little to no deals.
My advice -- enter the sales situation with the intent of helping rather than getting help. If you are seen as assisting the prospect it will create an obligation that the customer will find difficult to ignore. Offer your help and then ask them questions. Let them control the situation so that they feel dominant in the process. Once they have their confidence level up you must then revisit how you can help them with your product or service.
Not only must we reiterate how we can help the prospect (by referring to points the prospect made while you let them answer your questions) but we must wrap up our offering with credibility. Customers are more likely to say yes if they view the sale rep as having credentials in what they do. Don’t offer up some generic statement like, “I can help you” and then have nothing to back your words up. Create and maintain credentials to support your offer to help.
What credentials should a sales rep have?
Credentials can come in an array of items – reference letters form clients of similar nature to your prospect, articles written and published by the sales rep, the reputation of the firm your represent, the accolades your firm has been awarded. When a sales rep offers assistance and backs it with credibility…the prospect will feel more comfortable saying yes. We all like to be helped but in the prospects mind he/she wants help from a rep they can trust.
Make your customers and prospects feel comfortable with you as a person. If they know and like a rep then the customer is more likely to respect you and ultimately say yes.
What works for you? Any additional expereinces or fresh ideas for the group?…
ential online but who perhaps aren't quite using Twitter enough or particularly well. The best example is probably Irina Shamaeva who is enormously influential and who's LinkedIn Group, Boolean Strings, is one of the most active recruitment groups (and by that I meant TRUE activity, not just spam postings) out there yet her Klout is "only" 46. All of these tools over rely on Twitter when measuring online influence. To be fair, they should be called "Twitter Influence" indices as that is what they truly are. On our webinar yesterday we proposed a DIY list of ways that recruiters might measure true digital influence and I'm hoping to get around to posting a written version of it early next week.
For now, you can watch the video here. Just note that the first 2 mins of audio arent working but it kicks in, eventually!
As to the question of whether we will ever have just one index, thankfully my prediction is No. That would be handing over too much power to one place!
PS, check out Identified.com for a similar talent rating index for job seekers. It's pretty cool!…