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How to Provide Golden Service for Sterling Sales

 

Contributed by Gerhard Gschwandtner, Founder and CEO, Selling Power 

 

Enter an office brimming with determined sales professionals. Bright and eager, they clamor to their cubicles ready to translate leads into customers.

 

Before they pick up their phones and skim fingers on keys, I’d like to dive into a deeper approach that carries more heft than a polished pitch. As a sales professional, you’re introducing them to a product that heals pain points in their business lives. Consider yourself a business psychoanalyst with empathy and direct listening as the pillars of your craft.

 

As with any relationship, the sales process is a co-creational and evocative effort. While you must be awash with resources and guides about successful selling, I do not wholly believe that there is a definite formula for success. Human behavior is variable. For a sales professional, you must listen to your prospects in order to strategically tailor your message and solution.

 

With listening as the base action, I’ve broken down the potential outcomes of three levels of integrative listening. Consider these the Olympics of Sales Connections where you table your personal ego and tap into your caring reflexes to heal the prospect’s pain points. With that mentality, you’ll forge authentic relationships that naturally translate into closed deals.

 

Bronze – Simple interpretation of facts that only allow a basic understanding of a prospect’s needs. Your results may vary and hinge upon luck.

 

Silver – Elevating past basic listening, you not only pay attention to the content, but to the emotional environment that the prospect projects. Pay attention to tone and word choice to season your judgment. In tapping into the emotional crevices, you’ll be better equipped in tailoring your response to influence the desired outcome.

 

Gold – At the peak of your craft, you weave intuition into a trifecta of detailed listening and emotional awareness. At this level, you pay equal attention to the prospect and to yourself. At a human level, how would you reasonably respond to a prospect’s ordeal? What do your instincts tell you about this case?  Trust yourself and translate insights into your value.

 

This is how you leverage your opportunity to be authentic with your prospect.

 

In honing your craft, keep in mind that the world’s top sales professionals practice at the Gold level and enjoy an estimated 90% success rate. Aside from a boost in success probability, you’re overall career will benefit tremendously. By welcoming your thoughtful intuition, you can deftly uncover the mystery of sales success and rejection. Forget about sleepless nights: at the Gold level, you will easily recalibrate after every call and own your professional journey.

 

Get social with Selling Power on Twitter, @SellingPowerMag and @SellingPower20! Tweet Gerhard @gerhard20 today! 

 

 

 

 

 

 

 

 

 

 

 

 

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Social Media Professional with substantial experience identifying, characterizing and connecting online communities and authors. Strong orientation on actionable recommendations that provide mutually beneficial value for communities and organizations for stakeholders.

Currently, I serve as the social media manager for DocuSign, Inc., the market leader and global standard for electronic signature. DocuSign provides the world’s largest and fastest growing electronic signature platform, empowering businesses to complete transactions online quickly and securely while improving compliance and dramatically reducing costs.

DocuSign is the only cloud computing-based electronic signature platform that entirely replaces slow, expensive paper transactions with a fast, efficient and completely digital solution. Accessible from any Internet-connected device, DocuSign supports virtually any document and form type in simple and complex workflows, and provides broad user authentication options, data collection, secure document/data storage and retrieval, as well as real-time negotiation and collaboration tools.