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Answer Upon - The Importance Empathy Plays In Professional Selling
Search engines are the first tool that potential customers use to find the products and services they need. This is why link popularity is so important. If the customers can't find your website, you won't make sales.You might be wondering, "What is popular about a link!" Plenty! Link popularity refers to the ranking assigned to your website by the search engines, and it determines the ranking your page gets when keywords are entered into a search engine. So, how do I make my link popular?Sea
The following points provide a practical answer to the “I am” versus “I should be” conflict.
Recognise it – and recognise that its source is rooted in the views of others.
Either (a) accept your “I am” image or (b) dec
I recently heard a technology presentation from a young but experienced CEO of a big ‘clicks and mortar’ organization. He told the large audience confidently, ‘Beta means never having to say you’re sorry.’‘That’s right,’ I thought to myself. ‘When launching the beta test of a new web-enabled process, customers must understand it’s only a pilot run and should be forgiving if things mess up or don’t work out as planned.’I was totally wrong about his point of view.In direct contrast to my
Nowhere is this truer than in selling, where you are trying to persuade another, often a stranger, to make a decision they may not even have considered prior to your meeting.
The buyer-seller situation – like any human contact – is an exercise in human relations: the interplay, cause and effect of behaviour by two or more people on each other. In the buyer-seller situation, the seller must be responsible for shaping mutual behaviour.
What’s the difference between human nature and human relations?
• Human nature is the instinctive behaviour that governs action concerned with the self and with self-interest.
• Human relations are concerned with how we think and act in terms of other’s interests.
Successful selling demands that human relations be dominant over human nature.
Selling is not something a salesperson does to a prospect. Selling is something you do with the prospect in a process of discovery and interaction – human relations at work.
The greatest barrier to success in this process is the “Egocentric Predicament”. This consists of being overly and unnecessarily concerned with self. Our ability to be perceptive and concerned about others is inversely proportionate to our self-concern.
When self gets unnecessarily in the way, the fruitful cycle of good human relations stops producing.
The key to understanding and accepting others, is to first understand and accept oneself – starting with the realisation that, rather than strive for an unattainable “I should be” image, we should settle for our real self as “I am” – accepting shortcomings along with strengths.
The following points provide a practical answer to the “I am” versus “I should be” conflict.
Recognise it – and recognise that its source is rooted in the views of others.
Either (a) accept your “I am” image or (b) deci
Well, here it is, as promised.Yesterday...I promised that I would tell you why good Yellow Pages Advertisements separate themselves from the rest of the very large pack.Two primary reasons:1) Use a Benefit - laden headline instead of the boring "Dr. John's Chiropractic Clinic, Open 7,000 hours" headline you see. Get to the benefits, what does your product or service give me?That should be the first thing I see as a consumer, not the name of your busine
What’s the difference between human nature and human relations?
• Human nature is the instinctive behaviour that governs action concerned with the self and with self-interest.
• Human relations are concerned with how we think and act in terms of other’s interests.
Successful selling demands that human relations be dominant over human nature.
Selling is not something a salesperson does to a prospect. Selling is something you do with the prospect in a process of discovery and interaction – human relations at work.
The greatest barrier to success in this process is the “Egocentric Predicament”. This consists of being overly and unnecessarily concerned with self. Our ability to be perceptive and concerned about others is inversely proportionate to our self-concern.
When self gets unnecessarily in the way, the fruitful cycle of good human relations stops producing.
The key to understanding and accepting others, is to first understand and accept oneself – starting with the realisation that, rather than strive for an unattainable “I should be” image, we should settle for our real self as “I am” – accepting shortcomings along with strengths.
The following points provide a practical answer to the “I am” versus “I should be” conflict.
Recognise it – and recognise that its source is rooted in the views of others.
Either (a) accept your “I am” image or (b) dec
Defusing difficult or angry customers calmly and assertively benefits the company, the customer, and the service representative. Managing any difficult situation requires clear communication and intention. You improve with practice. And the rewards – both in terms of personal and bottom line profit are great. The key lies in your ability to manage yourself so that you can manage and support the customer. Take charge of you. Remember to breathe, smile, and connect with your higher mot
Successful selling demands that human relations be dominant over human nature.
Selling is not something a salesperson does to a prospect. Selling is something you do with the prospect in a process of discovery and interaction – human relations at work.
The greatest barrier to success in this process is the “Egocentric Predicament”. This consists of being overly and unnecessarily concerned with self. Our ability to be perceptive and concerned about others is inversely proportionate to our self-concern.
When self gets unnecessarily in the way, the fruitful cycle of good human relations stops producing.
The key to understanding and accepting others, is to first understand and accept oneself – starting with the realisation that, rather than strive for an unattainable “I should be” image, we should settle for our real self as “I am” – accepting shortcomings along with strengths.
The following points provide a practical answer to the “I am” versus “I should be” conflict.
Recognise it – and recognise that its source is rooted in the views of others.
Either (a) accept your “I am” image or (b) dec
Relationship marketing uses event driven tactics, but treats marketing as a process over time rather than single unconnected events. This simple concept could offer a guidepost in developing and implementing your business marketing strategy. Every encounter should be viewed as a public relations event. Glitz without substance provides a weak business foundation at best. The primary public relations opportunities are with customers and must be maximized if your business is to survive.The first key ar
When self gets unnecessarily in the way, the fruitful cycle of good human relations stops producing.
The key to understanding and accepting others, is to first understand and accept oneself – starting with the realisation that, rather than strive for an unattainable “I should be” image, we should settle for our real self as “I am” – accepting shortcomings along with strengths.
The following points provide a practical answer to the “I am” versus “I should be” conflict.
Recognise it – and recognise that its source is rooted in the views of others.
Either (a) accept your “I am” image or (b) dec
Have you ever heard of the BBS or the Bulletin Board Job Posting Online System? This is how the early stage of the Internet looked like. This works like your regular bulletin board. Messages are posted and postings are just plain text. But even during this early stage, jobs were one of the most common posts that could be found on the on-line board.The internet became widely accepted worldwide because it offered convenience and connectivity solutions enabling you to communicate with anybody from an
The following points provide a practical answer to the “I am” versus “I should be” conflict.
Recognise it – and recognise that its source is rooted in the views of others.
Either (a) accept your “I am” image or (b) decide on attainable, constructive steps to achieve “I should be” in the future.
Our behaviour is a reflection of our attitudes; and our attitudes grow out of our values.
Each is an integral part of the other. Do your life values make it easy for you to put the other person’s interests first?
Sincerity is a much-used word in relation to selling.
Integrity is a kindred word. Integrity implies a consistent kind of honesty: acting outwardly the way you truly feel inwardly. That’s why sound values are so important to your success with others. Remember: “People buy our product not so much because they understand the product… but because they feel that we understand them.”
There are many effective ways of doing this: The best way to create this kind of buying climate is to “transmit on their frequency.” This opens their mind to you…makes them willing – and eager – to listen.
A sincere, specific compliment on a point of real meaning to them gets the other person talking about things of interest to them. It opens doors.
“Before I sell my prospect what my prospect buys, I must first see my prospect as they see themselves.”
In Summary:
Empathy is the magical word in human to human interaction. It means feeling as the other person feels, not just with them. It means putting yourself in their shoes and shaping your attitudes accordingly.
Beyond getting the order, the plus factor in selling is to make people look good in their own eyes and in the eyes of others. Rather than sell to them
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