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In Practise: Spirit at Work:
Spirit at Work
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by John Livesay |
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Have you ever wondered how to get along with everyone in every situation? Have you ever thought there's got to be a way to connect with people that is sincere and heart felt? Have you ever thought getting someone to open up is the key to a successful business relationship? If so, then reading this column will give you ways to do just that. From my new book, "The 7 Most Powerful Selling Secrets" the key is: Compassion creates rapport.
"If in our daily life we can smile, not only we but everyone else will profit from it. This is the most basic kind of peace work." Thich Nhat Hanh
To give compassion you must be compassionate with yourself. Remember what it is like to put yourself in the other person's role. A good teacher remembers what it is like to be a student. A good doctor remembers what its like to be a patient. When you as the seller remember what it is like to be a buyer, you will have rapport.
When you add compassion to the three different types of personalities out there, you'll be ready for most any situation. People are more concerned with whether you care about them than what you know. People may not remember what you did or say, but they will always remember how you make them feel.
There are three different types of personalities that you need to learn to recognize. Then you can learn how to gain rapport with each one.
I. Feeling person-Think of Katie Couric. This is how you'll recognize this type: these people enjoy humor. A self-deprecating story is great way to sell to them. Once I was at the gym and leaned over to talk to a friend on the stationary bike. -I leaned too far and fell off. When you try to look cool and end up looking like a fool-that's when others can relate to you. Relationship building is another great way to build rapport with this type. Here's how one of example where I did it: I arranged for Infiniti clients to take a Goodyear blimp ride. When we got onboard, the pilot asked if anyone lived near the base. One client said he lived near and had his wife and two children outside during the hour flight to look for us. He thought they might see it as a dot in the sky. The pilot was able to fly right over his house and go as low as he legally could. The man yelled with delight-I can see my wife and kids waving at me. We were all thrilled and celebrated with dinner after the ride. This was a great bonding experience. You can be sure he takes my calls.
II. The Information person -Think of Bill Gates. This type can be recognized because this type wants to do know you've done your homework on their company. The way to sell to them is to show you're organized, for instance by telling them how long the meeting with last etc. Once I made the mistake of saying to this type of person, "Do you feel comfortable with this concept?" She said "Feel? I make my decision based on the numbers adding up." So even with the knowledge of what kind of person you're dealing with, it is easy to forget and make a mistake. This sale didn't happen, but it is a lesson I've always remembered ---figure out what type of person the buyer is so you can speak their language.
III. Big picture person-Think of Jeff Bezos, CEO of Amazon. He said I'm not just going to sell books, I'm selling cameras, clothes and pretty soon, everything. They way to sell to this type of person is to keep up with the big picture concepts going on in the world. They respect you for your efforts. This is how I did it. Recently I read Jaguar had paid to have product placement in the movie "Catwoman" because of the whole feline connection. Then I saw "Entertainment Tonight" covering the premiere and announcing Halle Berry had arrived for the red carper in a black Jaguar. I called my client to congratulate them. He was thrilled someone had noticed. He told me they had provided Jaguars for all the stars, but only a black one for Halle Berry. Then Benjamin Bratt had said he wanted a black Jaguar like Halle instead of the silver one they had planned. So the Jaguar client had to scramble and call a friend who just bought a black one. "Take out the baby seat," he said, "I need to use your car for the premiere." Then Benjamin called back at the last minute and said the silver one was ok after all. I said, now you know how the fashion designers feel when celebrities change their mind about the color of their dresses for award shows.
So to sum up, the key to rapport is "Accept yourself first and you wont be seeking acceptance from others."
When you show you care, the buyer will share their decision buying criteria. Otherwise it is like getting in plane and not knowing if you're going to Chicago or NY. The Jerry McGuire quote, "help me help you" is the key to getting the buyer to share how they make a decision. The way to do that is to give them benefits for opening up. If you tell me what you are looking for or how you are planning, I can save you time and only give you the relevant information. I can make your job easier. When you tell a buyer that my job is to make you look good to your boss, they realize you are on their side. Finally, offer the benefit " I can make this process fun for both of us." Gary Schaeffer, a marketing consultant with a brand matrix formula he developed at USC, said after hearing this concept now includes it in all marketing proposals! Creating compassion is not just another thing to do with a buyer. It is the secret to building rapport. Remember to start by having compassion with yourself first, then you can have it to offer to others.
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John Livesay,
Author
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John Livesay, author of The 7 Most Powerful Selling Secrets: Soar Your Way to Success with Integrity, Passion and Joy, combines 20 years of sales experience into a concise easy to read book to be used as a reference for anyone who wants to be, or already is, in the world of sales.
Having won the W 2003 salesperson of the year award and serving as West Coast Ad Director for W magazine for the last seven years, John has parlayed success after success into a flourishing speaking career on the national circuit.
John's speaking clients range from Range Rover, Charriol, Volvo, Charles David and Jaguar. John is also busy these days as a highly sought after motivational coach to numerous Hollywood celebrities and personalities.
John keeps faithful to all he practices, and inspires others to achieve a new level of success.
The 7 Most Powerful Selling Secrets:
Soar Your Way to Success with Integrity, Passion and Joy
Email your comments & questions for John:
John@johnlivesay.com.
Website:
www.johnlivesay.com
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