Welcome!

Agile Computing Authors: Liz McMillan, Zakia Bouachraoui, Yeshim Deniz, Elizabeth White, Pat Romanski

Blog Feed Post

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! 

 

 

 

 

 

 

 

 

 

 

 

 

Read the original blog entry...

IoT & Smart Cities Stories
Nicolas Fierro is CEO of MIMIR Blockchain Solutions. He is a programmer, technologist, and operations dev who has worked with Ethereum and blockchain since 2014. His knowledge in blockchain dates to when he performed dev ops services to the Ethereum Foundation as one the privileged few developers to work with the original core team in Switzerland.
René Bostic is the Technical VP of the IBM Cloud Unit in North America. Enjoying her career with IBM during the modern millennial technological era, she is an expert in cloud computing, DevOps and emerging cloud technologies such as Blockchain. Her strengths and core competencies include a proven record of accomplishments in consensus building at all levels to assess, plan, and implement enterprise and cloud computing solutions. René is a member of the Society of Women Engineers (SWE) and a m...
Andrew Keys is Co-Founder of ConsenSys Enterprise. He comes to ConsenSys Enterprise with capital markets, technology and entrepreneurial experience. Previously, he worked for UBS investment bank in equities analysis. Later, he was responsible for the creation and distribution of life settlement products to hedge funds and investment banks. After, he co-founded a revenue cycle management company where he learned about Bitcoin and eventually Ethereal. Andrew's role at ConsenSys Enterprise is a mul...
In his general session at 19th Cloud Expo, Manish Dixit, VP of Product and Engineering at Dice, discussed how Dice leverages data insights and tools to help both tech professionals and recruiters better understand how skills relate to each other and which skills are in high demand using interactive visualizations and salary indicator tools to maximize earning potential. Manish Dixit is VP of Product and Engineering at Dice. As the leader of the Product, Engineering and Data Sciences team at D...
Dynatrace is an application performance management software company with products for the information technology departments and digital business owners of medium and large businesses. Building the Future of Monitoring with Artificial Intelligence. Today we can collect lots and lots of performance data. We build beautiful dashboards and even have fancy query languages to access and transform the data. Still performance data is a secret language only a couple of people understand. The more busine...
Whenever a new technology hits the high points of hype, everyone starts talking about it like it will solve all their business problems. Blockchain is one of those technologies. According to Gartner's latest report on the hype cycle of emerging technologies, blockchain has just passed the peak of their hype cycle curve. If you read the news articles about it, one would think it has taken over the technology world. No disruptive technology is without its challenges and potential impediments t...
If a machine can invent, does this mean the end of the patent system as we know it? The patent system, both in the US and Europe, allows companies to protect their inventions and helps foster innovation. However, Artificial Intelligence (AI) could be set to disrupt the patent system as we know it. This talk will examine how AI may change the patent landscape in the years to come. Furthermore, ways in which companies can best protect their AI related inventions will be examined from both a US and...
Bill Schmarzo, Tech Chair of "Big Data | Analytics" of upcoming CloudEXPO | DXWorldEXPO New York (November 12-13, 2018, New York City) today announced the outline and schedule of the track. "The track has been designed in experience/degree order," said Schmarzo. "So, that folks who attend the entire track can leave the conference with some of the skills necessary to get their work done when they get back to their offices. It actually ties back to some work that I'm doing at the University of San...
When talking IoT we often focus on the devices, the sensors, the hardware itself. The new smart appliances, the new smart or self-driving cars (which are amalgamations of many ‘things'). When we are looking at the world of IoT, we should take a step back, look at the big picture. What value are these devices providing. IoT is not about the devices, its about the data consumed and generated. The devices are tools, mechanisms, conduits. This paper discusses the considerations when dealing with the...
Bill Schmarzo, author of "Big Data: Understanding How Data Powers Big Business" and "Big Data MBA: Driving Business Strategies with Data Science," is responsible for setting the strategy and defining the Big Data service offerings and capabilities for EMC Global Services Big Data Practice. As the CTO for the Big Data Practice, he is responsible for working with organizations to help them identify where and how to start their big data journeys. He's written several white papers, is an avid blogge...