Do you know how some people struggle to get hired? They're professional, well-educated and qualified, even experts in their field, yet their calendars and bank accounts lag behind.
If you want to get hired by your ideal clients, then you must master sales conversations. Knowing how to market and communicate effectively and efficiently with prospects, make your pitch, and close the deal is why Compelling Selling was written. It provides the exact words to use to influence buying behavior, communicate with confidence, and get you results.
Selling is not a one-size-fits-all undertaking. For optimal results, you must adjust your sales conversation to match the buying style of your prospect. The AlikeAbility((TM)) System tells you how to do so in 5 simple steps.
- Define 4 different ways people communicate and make buying decisions
- Know your own style of communication
- Diagnose your prospect's style
- Match that style by using the values and words of your prospect
- Downplay or discard the divergence between your natural communication style and that of the prospect
To start, there are 4 different ways people make buying decisions, which the AlikeAbility((TM)) System labels according to the number of touchpoints required before your prospect can hire you. Each style consists of distinctive values or priorities and responds best to words that express these values.
Although the concepts can be easily understood in less than an hour, Compelling Selling is a reference book that you will consult repeatedly. The list of words and phrases associated with each selling style is priceless (pages 34 - 47). In fact, they are compelling, and will enable you to connect quickly and authentically with each of the 4 styles of buyer.
To diagnose your prospect's style (pages 53 - 67), take note of:
- Appearance
- Vocal qualities
- Behavior
- Correspondence
- Presence on Social Media
- Decor of Home or Office
Persuasive communication is not enough. You must follow up. Once a sales relationship has been started, you must nurture it to fit each type of prospect. Compelling Selling outlines what kinds of follow up activities are best matched for each buying style (pages 69 -77).
Finally, just as there are 4 ways to communicate, there are also 4 specific ways to sell. Chances are you sell the way you buy. However, the major mistake that most people make is failure to shift their communication to match the prospect. When you develop AlikeAbility((TM)), you'll market with ease, earn more sales and Get Hired!
