"Your work is going to fill a large part of your life, and the only way to be truly satisfied is to do what you believe is great work. And the only way to do great work is to love what you do. If you haven't found it yet, keep looking. Don't settle. As with all matters of the heart, you'll know when you find it."
Steve Jobs

6 Keys to Communicating for Success

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Business owners, clients, friends keep telling me they can't sell...they have no experience, they hate selling. How did sales get such a bad rap? How many of us ARE in sales?

Do you offer an idea, product, service or yourself to somebody in your life? Who do you offer these to? Spouse, partner, kids, boss, customer, staff, suppliers…..everyone you come in contact with. What are you doing every time you sell?

COMMUNICATING!

Well, as business owners, what do we need most? CUSTOMERS! Without them we have no business. How does someone become a customer? They buy something. Why do people buy? To satisfy an emotional need.

What kind of emotional need might they be satisfying? The need for MONEY? That’s what most people say, but what emotional need does that money satisfy?

Your job is to find out what that emotional need is and how you, your product, service, or idea can satisfy it and continue to satisfy it. You do that by communicating effectively and basically, that's all selling is.

My 6 Keys to Communicating for Success:

1. Consider Perspective:

Perspective is based on an individual and that individual may not look at things the same way you do.

  1.       Consider who you are communicating with.
  2.      Use DISC-the language of observable behavior to learn HOW people behave.
  3.       Learn to adapt your communication style.

This POWERFUL tool can give you insight into how to effectively communicate with others.

TO LEARN MORE...contact  Brian's FocalPoint Home Office Referral Team, for a coach near you .

2. Ask Good, Open-Ended Questions:

  1. Builds rapport which builds trust.
  2. Shows interest.
  3. Gets people talking. Why is this so important? Your job is to find out what that emotional need is and how your product, service, idea can satisfy it. People will give you the answers if you get them talking.

Open-Ended Questions require an answer and encourage dialogue as opposed to close-ended questions which require only a yes or no response.

Great Book: Questions That Sell by Paul Cherry to get question ideas for any situation.

By Margaret Maclay, FocalPoint Business Coach mmaclay@focalpointcoaching.com


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