Think about selling as a theatrical production where your
position on stage, your attitude, your script and your delivery can make the
difference between success and a washout.
With that image in mind, consider your positioning…the
way you want your customers to see you. Consultative selling training experts
claim that positioning is the key to having your audience sit up, take notice
and be influenced toward investing in you. Here are 4 aspects of positioning
that can lead to success:
- The way you think of yourself. Successful salespeople are confident…in themselves, in their mission and in their offering.
- The way you think of your customer. Customers should be at the center of your attention. You should know who they are, what they want and what they need.
- The way you act. Demonstrate your respect and concern for your customer by listening carefully and being sensitive and responsive to their needs.
- What you say. Do not dominate the conversation. When you speak, do not talk about your service except as how you can help solve the customer’s problem.
