Everyone has to sell something, sometime, even if it’s just an idea. Here’s a proven 3,500-year-old technique for making the sale.
Ah, the occupational hazard of being a pushy New Yorker–I am always trying to evangelize my point of view or lobby for position. Of course, I used to do it the hard way. Overwhelm my opponents until they cowered or gave up from exhaustion. See, I had always thought all buyers were similar, and I would try and sell products, services and ideas to all these buyers the same way with the same approach.
But several years ago, I figured out there was an easier and more individual way to close buyers. I didn’t have to sell them. I just needed to communicate the right things to the right people in the right way. I wrote about it in my book ROAR! Get Heard in the Sales and Marketing Jungle. The title is actually an acronym for the method. Here is what it stands for:
Recognize the buyer type with whom you are dealing
Observe from their perspective
Acknowledge who they are
Resolve their need
Empathy! Of course! Acknowledging other people’s position and then approaching the discussion from their perspective allows them to be more open to seeing the benefits of my offering. And looking through their eyes helps clearly identify when I am serving them little or no value. That way I don’t have to waste time and effort trying to sell to someone who will never buy.
…to read this article in full, visit leading US small business resource, Inc.
