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The 'New' ABC of Selling

Tony Lynch - Keep Thinking Big • February 8, 2020

The 'New' ABC of Selling 

For many years, I have heard the term ABC when it comes to selling -ALWAYS BE CLOSING. I am sure you have heard this yourself.

Over the years I’ve taught this very thing to many sales people. However, like you, I have noticed that there is a change happening

• How we purchase

• Our desire when it comes to purchasing

• How often we purchase

We must realise we are living in a world that is developing at a very fast rate. The internet has created a level ground for companies to compete at an extraordinary level regardless of their size. Brand awareness through marketing is huge, and we’re exposed every day of our life.

Business is all about relationships.  It is important to really connect and build a trusted relationship with your peers and clients. 

I understand the logic of ABC in sales – Always Be Closing. But I also see how our logic in thinking should change to capture the many opportunities that surround us.

This may no longer be what is needed to ensure we keep our position of authority in the marketplace in the future. Therefore, I would like to suggest ‘out with the old and in with the new’ when it comes to the ABC of sales.

Forward thinking people and companies recognise that today’s ABC needs to change so that greater success can be seen in sales. The ABC should now be ‘Always Be Connecting.’

Your ability to connect will determine your level of success. On a scale of 1-10, 10 being outstanding, how would you rate yourself as a person who connects with others?

When it comes to sales, no one wants to be sold to, however, we all like to be helped. We prefer to buy something rather than be sold something.

The fine art of connecting is your secret source for success. The more you connect with your network, the greater your impact will be. When we realise that our network determines our net worth, it is crucial that we don’t just send out marketing messages to our network; rather we learn the fine art of connecting.

Let me share with you three principles I share when training those in the sales profession.

• BE INTERESTED, NOT INTERESTING. The best way to have people wanting to connect with you is for you to connect with them first. You go first. Forget yourself, focus on the other person. Be totally and genuinely interested in them. Ask them questions about themselves. We all like to talk about ourselves; therefore, let them speak. Resist the temptation. Resist the temptation of trying to impress them. They don’t need to know the A-Z of all your successes. Don’t bore them!

• LISTEN – Really Listen. Listening is a learnable skill. It takes time and effort. We all like to be listened to; therefore, if you are to become a ‘master’ at connecting, you must learn to listen at a whole new level. What do I mean by this? Often people listen, but they are listening for the wrong thing. They’re listening for a gap in what is being said so they can speak next. We all want to be heard, it makes us feel as though we have been listened to. Let me share one practical thing I do to show that I’ve listened. At the end of the conversation or as a follow up e-mail I share something along the lines of, “I really enjoyed hearing from you.” or, “I really enjoyed hearing your story.” This is something powerful and confirming. Ralph Emerson said it so well – “In my walks every man I met is my superior in some way, and in that I learn from him.”

• BE HELPFUL. None of us like to be sold to; however, we all like to be helped. In your profession, how can you develop your helpful abilities? Your ability to help others will determine how many people will use your service
In such a crowded marketplace, it is easy to understand why people can get confused when making choices. There is no better time than now to set yourself apart and be seen as a person of influence and authority, one who can help another with their buying decision.

To connect effectively with others, you need to be on their wavelength – I am sure you have heard people say ‘I like that person and connected well with them’ or they are a nice person but just not on my wavelength.

Both responses can have a big impact upon those who want to become successful in sales.

One way to become a ‘Master’ at connecting is to consider the best and quickest way to respond to those around you.

The Keep Thinking Big Sales Profile (https://keepthinkingbig.com/product/sales-personality-profile/) can show you how you can easily connect with those around you, which in turn will set you apart from your competitors. The information in the Keep Thinking Big Sales Style Report is designed to help you become a better salesperson. By understanding your inherent selling style, you will be better able to communicate, motivate, persuade and ultimately close more deals, move more product or sell more services. On top of that, it helps you understand how to sell to the different personality styles so you really are able to identify and connect with them.

As you connect with others, they will connect with you. Go first. Be genuinely interested in them instead of just being interesting. Listen to what they said, hear their need and then provide them with a helpful solution that they need which only you can provide for them.

Always Be Connecting.
May 4, 2021
LinkedIn is a key channel for personal branding, so your LinkedIn profile is the launchpad to building a strong professional network. The channel is also the place to be if you wish to continue relationships of key people you meet at zoom networking events allowing you to easily stay in touch after making the effort to attend the meeting. As well as being the touchstone for nurture and lead generation a well optimised LinkedIn profile is on the same level as making a good first impression when you meet in person. How do you optimise your profile? 1. Make sure you have a current and professional head and shoulders photograph of yourself. You are on the platform to do business so ensure you appear to be there for that reason so a picture with your partner, favourite pet or vehicle doesn’t cut it. It should be a current photograph as it could be embarrassing putting a ten-year-old photo on the platform and when you meet a contact in person you look nothing like your photo so it could end up being a little like a bad first date. Be authentic. 2. Also use Canva.com to create a background image as why miss the opportunity to promote your business. If you have staff on LinkedIn create an image for all of them to use as their background as it’s a little like giving them all a company vehicle with no costs attached. 3. Treat your LinkedIn profile as an online resume and ensure you complete every section – a. The about section – I split this into two sections i. My Background ii. What I Do Now iii. Include an email and phone number at the bottom of this section b. Experience – show at least the last two positions c . Education d. Licences and Certifications e. Skills and Endorsements – You can have 50 of these so put in as many as you can for example if you were a bar person you could include customer service. f. Recommendations – request these from people you know 4. Use keywords in your headline – think of the words you would use if you were looking for your goods or services. 5. Join groups which could be a. Within your industry b. Where your target market is c. Services you have an interest in If you require any help or advise we offer training or talk you through the process via zoom. Blog written by Linda Cloke of We Do Social Media Ltd Contact: Linda@wedosocialmedia.co.uk or call 07769943756
By Connectionsb2b January 12, 2021
According to the Health & Safety Executive, over 11 million workdays are lost each year due to stress at work! The latest Employment Law Bulletin from our sponsors Parfitt Cresswell Solicitors focuses on the topic of stress in the workplace and the actions that employers can take to defend themselves against claims arising from this. In the Employment Law Bulletin expert Philip Luff covers: • What stress is • The duties of an employer • The potential action that an employee can bring against their employer for work related stress, and offers tips on how employers can best protect themselves against workplace stress claims To read the article and find out more about Stress Related Claims in the workplace click here . If you would like legal advice regarding an Employment Law matter take advantage of Parfitt Cresswell Solicitors’ complimentary initial video/telephone consultation with one of their legal experts. Call 0800 999 4437 or email enquiries@parfittcresswell.com today to arrange your free initial consultation.
By Parfitt Cresswell November 9, 2020
This article is brought to you by Parfitt Cresswell Solicitors Extension of the Furlough Scheme (CJRS) On Saturday 31st October the Prime Minister announced a further national lockdown in England to address the increasing rate of Covid-19 infections throughout the UK. This lockdown commenced on 5th November and will remain in place until at least 2nd December 2020. Under the previous tiered ‘local’ lockdown arrangements, the Government had announced two Job Support Schemes which were intended to succeed the Coronavirus Job Retention Scheme (furlough scheme). These schemes were known as the ‘JSS Closed’, aimed at businesses that had been forced to close under the tiered restrictions and the ‘JSS Open’, a scheme for businesses who although affected by Covid-19, were still able to open. These schemes were due to replace the existing furlough scheme when it ended on 31 October 2020, with the Government support significantly reduced when compared with the original CJRS. However, along with the announcement of a national lockdown throughout November, it was also announced that the CJRS would be extended for a further month. A few days after this, the Chancellor announced that this extension of the furlough scheme would now run until the end of March 2021. As such, the JSS is not likely to resurface until at least April 2021 (if at all). How had furlough changed By way of a reminder, the CJRS has been through several changes since its introduction in March 2020, from the Government initially funding 80% of an employee’s salary up to £2,500, with government support reducing in recent months as restrictions eased. In October 2020, the month before the scheme was due to end, the government contributed 60% of unworked hours up to a cap of £2,187.50, with the employer paying the additional 20% along with employer national insurance and pension contributions. How will the extension work? In simple terms, the extension of the Furlough Scheme puts employers back to the same level of government contributions that were available in August 2020, with the Government funding 80% of eligible employees’ salary, but the employer having to contribute both employer national insurance/pension contributions themselves. The current understanding is that the furlough extension will operate largely as it did before, however the following now applies: • The extended scheme will run until 31 March 2021. • The employer or employee are not required to have previously used the CJRS • To be eligible, the employee must have been on the employer’s PAYE payroll by 23.59 on 30 October 2020 and the employer must have made a Real Time Information (RTI) submission for that employee by that date. • The employee can be furloughed either full-time or flexibly (for part of their hours). Employers will need to report and claim for a minimum period of seven consecutive calendar days. • The government will pay 80% of eligible wages for any unworked hours, (up to a cap of £2,500) with the employer paying employer NIC and pension contributions on these unworked hours. Employers will need to pay the employees for any hours worked as per usual. • The employer can choose to top up to 100% if they wish but is not obliged to. • The Job Retention bonus for employers (£1,000 for each employee kept on until the end of January 2021) will no longer be able to be claimed in February as planned, but will possibly be introduced at a later date to help avoid the impact of the furlough scheme ending. • The Government will review the scheme in the New Year, so it is still possible that increased employer contributions could be required prior to the end of March. As with all these announcements, further detail and guidance will follow from the government in due course. If you require further legal assistance regarding the CJRS or and other employment law issue, take advantage of our complimentary initial consultation (available via telephone or video call) today by calling 0800 999 4437 or email enquiries@parfittcresswell.com
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