Traditionally, Sales have been about two things:
2. The Art of Persuasion
In today’s information-age society, these old-school techniques are becoming less and less relevant. As a result of technology developments, customers and clients now have significantly unlimited resources for information since the inception of the internet which is now part of daily life.
The public have become more wary and aware of the standard “sales pitch”, which has been exposed and caricatured in movies and television shows time and time again. Few and far between are the customers who can be “convinced” that they need or want your product when they are not already looking to purchase it in some form.
Even less common are the sales professionals who are successful using this method for very long, as is evident in the high turnover rate found in the majority of sales jobs today. To be successful in sales in the modern era, you must adopt a brand new, more effective and connected approach.
There is an underlying truth in the sales process that must be recognised and adjusted to. This truth is very simple at its core but more complex in its application. The truth is that all people are different in personality and style.
While this sounds like an obvious statement, it is possible that most people have never applied this in a sales environment. There are basic personality types meaning that different people react and respond differently to different approaches. It extends beyond simply adjusting your speaking style for dialect or complexity of thoughts.
These personality types are based on what Agent Dynamics incorporates – frequencies.
Before you can tune in to the frequencies of others, however, you must first understand your own frequency and how you yourself operate and react to things. Once you understand yourself and the type of personality and frequency that you are, you can then have a better understanding and control of how you interact with others, how you can better yourself, and why certain things that are successful for others are not for you, and vice-versa.
Next week we will be talking about tuning into the new sales process – RADIO. Which is an acronym for the 5 steps in the selling process linking to the application of Agent Dynamics in Selling.
It represents the following