Selling Versus Relationship Building
Today I am going to broach the subject of Selling. I think quite probably your least favourite activity and why therefore you absolutely must read this email and take some action on it!
In the past I was never comfortable with the idea of selling and making sales calls. Although I did them, I really had to force myself to. I didn’t want to appear pushy, I couldn’t face the rejection of a “no”, I didn’t want to make people feel awkward, I felt awkward, it was too invasive……. Sound familiar?
Then I realised that this was all in my head and imagined! I started to ask when I made a call “is it ok for me to call?” and the resounding answer 95% of the time was “yes”
I started to imagine that whoever I was phoning was a long lost friend. It just made picking up the phone so much easier and when I started to think that these calls were more about building a relationship and seeing if we fitted what the potential client was looking for, I started really enjoying making them!
I then went on to record myself making the calls and this is what I learnt…
When they’re talking they’re buying!
For most of the call I was just asking the right questions and listening. Most of my tape recording was empty!
So think about the questions you can ask that will engage your potential client:
Why are you considering this therapy?
What health issues can I help you with?
What can I do for you?
How can I help?
You can also ask T.E.D...
Tell me a little about where you’d like help
Explain to me what you’d like to happen
Describe what it is you’re looking for
I am not suggesting that you ‘cold call’ people who have never contacted you.
What I am saying is an absolute must is that you do call and connect with:
· People who have made enquiries about your services
· People who are clients who you haven’t seen for a while
· People who came just once and you never saw again
· People to whom you’d like to offer a course of treatments at a discounted price
So who are the next 10 customers you are going to call?
Gill Tree
Managing Director
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