By Jody Euloth Y ou may have heard of the book ‘Think and Grow Rich.’ In it, Napoleon Hill talks about ‘personal magnetism.’ He says, ‘When employing salesmen, the more capable sales manager looks for the quality of personal magnetism as the first requirement of a salesman.’ (Yes, I’m aware of the gender exclusivity in the mention of the ‘sales’ role, the book was published in the 1930s, but the point is around ‘personal magnetism’ which applies to all genders.) One thing I’ve had people tell me throughout my career is ‘You’re so good at dealing with people.’ And, whilebuilding relationships with my colleagues and clients is a favorite part of my work, it’s not always as easy and natural as some people believe. It demands enthusiasm and poise, effort and development. The good news is it can be done. The better news is, if done right, combining the hard sales skills with these soft, aka interpersonal, skills will be your golden ticket to building your network and increasing revenue. In our Upgrade Your Sales programs, we teach all the hard skills of sales: how to implement sales systems, how to direct a conversation, handling objectives, lead generation etc. All the systems that are necessary to implement in the sales process. But it’s how you leverage your soft skills connecting with prospects and clients that can directly impact your business. In a recent survey by Workforce Solutions Group, 60% of employers say that applicants are not demonstrating sufficient communication and interpersonal skills to even be considered for the job, let alone excel at doing it once they get it. Early in my career, I was fortunate to be able to work for the global masters of customer service, Carnival Cruise Lines Corporation. They are world class when it comes to delivering an exceptional customer expe- rience. One of the policies at the time was when a customer said, ‘thank you’ employees were not allowed to respond with ‘No Problem.’ It’s a statement that is negative, negative. Instead, responding with some- thing more positive like ‘My Pleasure’ or ‘Your Welcome’ is much more inviting and encouraged. Maybe we’re diving too much into the psychology of sales, but it still irks me a bit when someone in customer service says, ‘No Problem.’ 1. Listening ~ Effective communication is imperative. And the only way to ensure positive communication is to practice intentional listening. Taking the time to really focus on what is being said, without thinking about the response or solution. This allows for understanding of needs and situations and sets you up for successful collaborations and team work with both clients and colleagues. 2. Positive Attitude ~ A positive attitude ranges in forms from self-confidence and body posture to mood, adaptability and the way individuals react to challenges. Working on being poised and keeping compo- sure inall situations and with all types of people, will allow you to handle business in a positive manner. It takes effort and practice but will ensure healthy relationship building and increased results. Everyone enjoys being around positive people. 3. Business Etiquette ~ The way you conduct yourself around your peers, clients and colleagues, is directly related to your success. Are your dependable, prompt and respectful when it comes to meetings and projects? Are you aware of how much you talk, the level of your voice and your reactions in social settings? Managing your responses and conducting yourself in a calm manner signals great leadership and shows respect for colleagues. Business etiquette, along with the rest of your soft skills will help your business, both now and intothe future. For more, sales tips and strategies, sign up for ‘The Dynamic Soul of Selling’ Newsletter at www.meshme- dianetwork.ca/dynamic-soul- of-selling/ For a free 15-minute sales consultation to determine if you would benefit from ‘The Dynamic Soul of Selling 90-minute Strategy Session’ email jody@meshmedianetwork.com Jody Euloth is the CEO of The Mesh Media Network and Founder of The Dynamic Soul of Selling. She helps entrepreneurs, business and sales professionals and creative visionaries get over their fear of selling so they can generate more revenue and make a bigger impact in business. Social handles @jodyeuloth • www.meshmedianetwork.com Here are 3 soft skills you want to leverage in your sales game:
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MAY 2018 • SPOTLIGHT ON BUSINESS MAGAZINE
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