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Dan explores a new view of management that can help you fulfill your goals and bring you the results you've always wished for.

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7 Part Sales E-Course

Lesson 1: A Little Bit Of Magic

Sales, management and leadership success are highly achievable goals and available for professionals in all industries. Let me give you the 1st magic ingredient - it's all about gaining better control of both your self and your skills. Often the salesperson, manager, or leader feels uncomfortable when entering a client's, co-worker's or team's domain.

How can you overcome this perceived problem? Actually it's not that difficult, yet our society seems to have set up unnecessary barriers. Which leads me to the 2nd magic ingredient.

We've become a population of non-listeners. Sad but true! So, learn how to listen. And, I don't mean letting someone talk while you wait to say the next thing on your mind (which you've been thinking about while the other person has been talking AT you). Yes that's right, you've allowed yourself to be spoken AT instead of learning how to listen, process what the other person or people have been saying, and respond in a manner that creates an aura of trust.

Through listening, learning, understanding and responding to your external and internal clients' needs you, as sales professionals, managers and/or leaders can gain the upper hand.

Your interactions should become win-win situations for everyone. Clients, co-workers, and team members should be made to feel good about the process, otherwise resentment starts to show it's ugly head.

Success in sales, management, and leadership is also about finding needs, fulfilling those needs, following up, representing correctly, adding value, demonstrating trust, building camaraderie, being in control while the other person thinks that they're in control, and of course having fun.

Remembering Dwight Eisenhower's famous quote about leadership (it's one of my all-time favorites) brings the point home beautifully:

"Leadership is the art of getting someone else to do something you want done because he (or she) wants to do it."

Work diligently at becoming a listener and you'll be way ahead of the game. You'll be able to find out your clients', prospects', co-workers' or team members' needs, stresses, problems, pains, and conflicts without much effort. That's all it takes.

Now here's the 3rd magic ingredient - asking the right open-ended questions and being quiet while the other person responds. You can build on what they've told you and ask even more probing open-ended questions. Before you know it you will have uncovered what it is they need taken care of in order to buy from you, or have you manage or lead them.

Then you'll be dealing with them from (here's magic ingredient #4) THEIR PERSPECTIVE. And voila! You've started to break the code!!

 

 

 

©2006, Dan Goldberg Consulting, L.L.C. "Guidance for Growth"™
Management Leadership Training