Close the Sale at Hello!

Close the Sale at HelloGuest post by Lorraine Bossé-Smith, founder of the F.I.T. Leader Formula and a certified professional behavior analyst (CPBA)

Some people feel that they aren’t cut out for sales while others love it, thriving on the adrenaline of a closed deal. The bottom line is that we are all selling something:  an idea, our opinion, a product, service, or decision. Whether at work, on the road, with family or with friends, we tap into the ability to persuade and negotiate with others. That my friends is sales.

Some people are naturally better at sales than others. Some individuals can appear to sell the infamous “ice cube to the Eskimo” while someone else can’t seem to sell a fan to a person in the blazing-hot desert? It starts with understanding people:  how they are wired, how they think, and why they do what they do. Many people have slowly learned this principle through trial and error while others are continually struggle. Well, I’m about to take the guesswork out of it and provide a “sure fire way” to sell with style no matter what your level of sales, title, role, or position. We start by first seeking to understand how the world is divided.

If we were to take the population and split it into two groups, some would be outgoing while others would be reserved. Think of it as an “Internal Motor” that causes us to be one way or the other. The same population is then split into two sub groups:  those who are drawn toward tasks and those who are drawn toward people. This “Internal Compass” points us toward completing tasks or being with people.

By recognizing these basic points in your customer, you can adapt your selling style to meet their needs. The four types of customers are:

  • The Decisive Buyer, representing about 10% of the total population. They are outgoing with their “Internal Compass” directing them toward tasks. They seek power and control. These success-oriented, results-driven individuals have money and will spend it with someone who doesn’t waste their time
  • The Impulsive Buyer, representing about 25 to 30% of the total population. They are also outgoing but their “Internal Compass” points them toward people. These interactive, expressive individuals seek popularity and want to have fun. They enjoy the entire shopping experience when it involves people, but they can be easily distracted from their original intent.
  • The Steady Buyer, representing about 30 to 35% of the total population. They are quiet and shy individuals with an “Internal Compass” leading them toward people. They require stability and avoid change of any kind. Because of their slow pace, chances are that they have procrastinated their buying decision, which stresses them out.
  • The Cautious Buyer, representing about 20 to 25% of the total population. They are reserved with their “Internal Compass” preferring tasks. These reserved individuals of few words are analytical by nature and are processing machines. They take in everything and sift it through a screening device called logic.

After identifying your customer, your goal is to adapt your message to work for them. In essence, you speak their language. You know your product or service—now understand how you can DOUBLE your sales by delivering your message properly. Come see me at the NABWO Boot Camp at 10:45 am to 11:30 am on Saturday, May 14, 2016! I look forward to seeing you then.

Lorraine Bossé-SmithLorraine Bossé-Smith is the Founder of the F.I.T. Leader Formula and a certified professional behavior analyst (CPBA) who has appeared on numerous radio and TV programs across the country. She is a motivational speaker, corporate trainer, business consultant, executive coach, behavioral-wellness expert, and author of eight published books who helps companies rewire their business for success and inspires people toward a healthier, more balanced life. She can be reached at lorrainebosse-smith.com.

5 Tips to Influence Without Authority

Felicia Davis - 5 Tips to Influence Without AuthorityGuest post by Felicia Davis, author of the book, The Leadership Mastery Formula

Leadership has taken on new meaning and much greater challenges in the last decade and being able to influence, even when you feel powerless, is a must. The VUCA environment that we are in now makes being a leader even tougher, but with the right communication and influencing skills, it can be done. People bring a vast amount of skills, experience and points of view with them and with that comes the challenge of trying to reach an agreement. Often times, the difference between getting a Yes and a No is how you show up inside of the conversation.

If you have a hard time stating what you want, use a three step process to get it done:

  1. State your observations. These are the facts and things that can be seen and heard. Observations are different from opinions. Facts are objective and can not be argued.
  2. State your thoughts and feelings about the situation. Be sure to start each of these statements with the word “I” so that it’s clear that these are your opinions.
  3. State what you want the other person to do. If you truly want the door to be open to alternative solutions, make statements about your needs rather than presenting solutions up front. If you state the solution too early, it might close the door on other possible alternatives.

Be Proactive and Build a Power Base

Build a foundation for influence before you need it. Having a good power base of relationships with others will make influencing a much easier task. Be proactive and do not wait until you need something to start showing an interest in what others are doing. Build all around positive relationships both vertically and horizontally. This means that you establish rapport and build relationships with everyone from the receptionist to people at higher levels within the organization or community. Most importantly, act with integrity and work to earn the trust of your colleagues.

Inspire Cooperation to Overcome Resistance

Do your research so that you can anticipate reactions and be prepared to address them. If you know in advance how people are likely to respond to your proposition or idea, you will be better prepared to deal with their reactions or resistance. A few things that you must do are to determine whose support you absolutely need to have and speak with others to clearly understand what you need to do to get their buy-in. Identify peers or others who may have some insight about that person’s purpose and values and ask for insight. Ask for feedback from those you trust and anyone else who may be involved. Keeping these things in mind will allow you to get meaningful commitments.

Go In to Win With An Agreeable Exchange

Ensure that your position addresses the needs of others. Research, research, research is the key here. If you go in with the goal of creating a win/win outcome, getting the buy-in of others will be much easier. Be sure to think of everyone that your proposal will affect not just the key stakeholder. Consider their concerns and how you might address them in your proposal. Offer something of value in exchange. It’s a give and take world and knowing this up front will increase your overall chances of success.

Continued Skill Building

Now that you’ve had experience with using this process to win someone over, continue building on your expertise. Look for small projects where you can use your influencing skills and create more wins for yourself. This will build your influence muscle and prepare you for the day that the “BIG” idea shows up. You’ll now be equipped with the skill, knowledge and confidence that you need to tackle it with ease.

Self Assessment & Action Steps:

Think about your own career and the position that you currently hold. Now really dig deep, be honest and ask yourself the following questions:

  • I place a premium on being able to positively influence others.
    ___ Yes ___ No
  • I thoroughly do my research before any meeting where I am trying gain buy-in from others.
    ___ Yes ___ No
  • I work hard to build alliances throughout the organization and/or community so that I will have the support that I need before I actually need it.
    ___ Yes ___ No
  • I proactively seek feedback vertically and horizontally throughout the organization on any and all influencing initiatives. When I receive that feedback, I take what’s useful and relevant and put a plan into place to work it.
    ___ Yes ___ No
  • I have a mentor or professional coach to assist and give me guidance and feedback.
    ___ Yes ___ No
  • I am fully accountable for my level of success. I own it, take action and celebrate when I win.
    ___ Yes ___ No

For every YES, write specifically what you are currently doing that makes it effective. Now look for opportunities to build upon these engagements to help continue to grow and develop. What will you do next?

For every NO, write one thing that you will do to implement this into your career development strategy. Be very specific and give yourself a deadline to get it done.

If you found these tips to be helpful and you want more ideas on effectively using your power to influence, I’d love for you to celebrate Women’s History Month with me and join us at the 2016 Women & Power Symposium. The theme is Leading Across Generations and the reason why is because the human capital shift is major and we must have deep conversations and education that explores how to effectively leverage the shift. Be sure to join the interest list and be the first to know when all of the details, including the Call for Speakers -both virtual and in-person, will be announced, wpsymposium.org.

Felicia DavisFelicia Davis is an award-winning leadership development consultant, speaker and author of the book, The Leadership Mastery Formula. She works with emerging and experienced women leaders to help them develop more effective leadership brands, more compelling communication skills and the confidence to show up and lead with radical integrity. For more ideas on how to become a more effective leader, download your free copy of my 10 Mistakes ebook at FeliciaRDavis.com. Find out what mistakes may be lurking in your blind spot and compromising your impact and influence as a leader.