Connect with Common Sense
Common Sense – we all have it, but we don’t always use it! Yet this can be the number one reason why businesses succeed or fail. So take some time and tap into your common sense – understand how to listen to yourself, trust yourself and convert common sense into dollars and cents!
No one wants to feel forced or coerced or belittled. They want you to open the gate, come beside them and guide them through.
Hi I’m Melissa with R&M.com and today we are going to unpack the top 4 things we need to be aware of in order to be in step with our common sense. Now, this is not a scientific explanation – this is just good old-fashioned common-sense stuff. But we need to master and pay attention to all 4 in order to harness the power and propel our success. Lets jump right in.
It only makes sense that if you don’t like to buy from people using certain strategies – why would your prospective buyers? You should sell the way YOU like to buy. Do you like pushy? Do you like SPAM? Do you like obnoxious? Do you like sincere? Do you like reasonable next steps?
That is like the ultimate common sense of business! So, let’s see how that looks in action.
First – be aware of the situation they are in, atmosphere and who you are talking to. Take the time to get to know the prospective client – their needs and their wants. Understand what their reservations are or may be – watch for signals of agreement, or possible disagreement or objections and address them. Don’t get so caught up in your sales presentation or standard mode of operation that you miss the sale. You want to create an atmosphere for the prospective customer of understanding, give them confidence in your solution, and inspire them to make a favorable decision.
Common sense tells us that we will not produce the desired results if we go in with guns a blazin, or an attitude of “you need this and I have it”. No good ever comes from putting people on the defensive, telling them what they are currently doing is wrong. Yet in our Breakthrough sessions we see so many people approach their business as if they are on one side of a fence and their prospective clients are on the other and they need to dazzle and convince them, or tear them down about their current strategies and situation then try to dazzle them with their brilliance as to why they need to climb the fence and join them. When I hear some people talk I picture a drill sergeant commanding newbies to scale the wall. No one wants to feel forced or coerced or belittled. They want you to open the gate, come beside them and guide them through.
2. That brings us to the second common sense strategy - be attuned to the other person – the more you understand them the better you can craft your message into terms of what they perceive they need. You may have 10 reasons why your program, service or product is perfect for them but they are laser focused on one or two things that they see a need for. You need to understand this and speak directly to those issues, feelings and desires first.
Think of it this way – if your son or daughter or friend was really sad because something had gone wrong in a relationship and you know as an outsider looking in that their own actions and words were a major contributor to the issue…part of you would want to point those out to them so that they see it, learn from it, and not do it the next time. But common sense tells us that we just need to comfort them, their immediate need – all they can focus on in that moment is their pain. So, we comfort them. Once that has passed there will be plenty of time to have a conversation about the rest.
Your prospective client has a pain point, realized or not. Address that need – that pain only first. The other benefits of your products and service will be icing on the cake that they will experience in time.
3. Be keenly aware of being seen as reasonable and flexible. Sales occur when both sides are in agreement that the proposed solution is reasonable and effective. This requires a conversation – not a one-sided argument or persuasion. Ask them questions, then provide a response that will satisfy their need for the solution with a reasonable next step. Make sure that you pay close attention to the questions they ask and determine WHY the question is being asked. You may change your trajectory of the presentation – don’t keep going and talk about next steps that they can’t see as reasonable – you will talk them out of it! If you start heading down one road and can see them drifting – shift. Ask them what they believe a good next step would be. Give them a choice. Show them that you don’t have a set agenda but rather you are flexible and want to make sure that as you move forward together it is exactly what they need.
Common sense saves us from taking bad next steps. We all automatically internally calculate everyday as we make hundreds of small decisions. It is our common sense that keeps us safe and on track. Your perspective client has common sense as well. Their internal voice will be in high gear trying to see if what you are presenting makes sense, is reasonable…that is their common sense in action. Whether we realize it or not – that internal voice is something we pay attention to…. Do we look both ways before crossing a street? Do we undress before we get in the shower? Do we mix up the batter before we put the cake in the over? Of course we do. Common sense tells us to do things (as my mom would say) decently and in order.
That is what they are expecting from you. A decent and orderly (reasonable) next step. If you are truly trying to find a reasonable solution to what their issues are – even if it requires you backing off and providing a connection for a different outcome then you desire – you win. They will remember WHO got them to the next step even if the solution was found elsewhere. They will come back to you again and send others to you.
And finally – last but certainly not least is your ability to present yourself in a confident manner and be aware of how that affects the prospective buyer. Before they buy your product or service they buy YOU – so being aware of how you carry yourself, how you present information, how you show the confidence and belief you have in your product or service is vital to the transference of that feeling to your buyers.
Be aware of how you are presenting yourself and the information – are you being pushy or seeming desperate for a sale? Do you like buying from people like that? No – why would they? Or do you prefer to do business with someone who is confident, knows how to get things accomplished and you can feel in your gut that they have your best interests at heart. Be that person.
Common sense says you can’t be all things to all people. Don’t try. Present yourself and your information and solutions to them based on their needs and wants, provide a reasonable option for a next step, guide them to understand why you believe it is a great option for them, then let them decide.
Nothing that I have spoken of today is rocket science – but it does take some thought and introspection. Once you really know yourself and your product or service, and take time to practice the art of paying attention to your surroundings and tapping into your common sense, you will see a shift in your sales numbers.
We would love to know your challenges when it comes to the impact and influence you have in your market – what can we help with? Do you need a Breakthrough? Let’s schedule some time. Let us know in the comments or contact us directly at [email protected]&M.com. Be sure to subscribe so that you don’t miss any of the content we provide in an effort to help your bottom line.
Check out this video on 7 common denominators to selling anything and hop over to the website for a great followup strategy you can implement into your business today.
Don’t forget - Take care of you and take care of your business!