Sales Training

Earlier this week I was asked to answer the question, “If personal selling could be summed up in one or two words what would those two words be?” and the phrase, “Trusted Facilitation” immediately came to mind. I realize that the phrase “Trusted Facilitation” is not commonly referred to and/or used in the profession of selling so I thought I had better elaborate.

By “Trusted” I meant that the prospective buyer trusts the salesperson enough to allow him/her into his/her mental space effectively creating a “We Space” where the sales professional and prospective buyer can engage in open, honest two-way communication.

By “Facilitation” I meant the salesperson facilitates or makes easier the potential customer’s progression, when necessary, through the Buying Decision (Will I Buy?) and the Purchase Decision (What Will I Buy?). For this facilitation to take place the sales professional must know what the process looks like (recognition, interest, resolution, etc.), ascertain where the prospective buyer is at within the process and facilitate the journey from where that prospective buyer is to where he/she wants to be (ie. need satisfaction).

In my opinion effective selling begins with an understanding of “Trusted Facilitation“. If you were under the impression that effective selling was rooted in “Qualify, Present, Close” and/or “Always Be Closing” I encourage you to take a closer look.

I am of the opinion that many of the people engaged in the profession of selling would be considerably less frustrated if they better understood what was going on in the mind of their potential clients especially in the area of perceived differences between products and/or services being offered.

I once knew an agent who couldn’t figure out why private sellers would list with a relatively unknown and new agent who was just starting out in the business over a seasoned agent who had a proven track record, connections and marketing coming out of his ears. This was one of his favorite gripes.

At first blush it does sound a bit odd that a private seller would choose a newbie over a salty dog especially when the fee for service/ commission is the same. However, a closer look will reveal that more times than not this occurs because the potential client did not perceive a noticeable difference between the services being offered.

The way I see it… sales professionals cannot assume or take for granted that the potential customer knows or can readily notice the difference between products and/or servies being offered. Actively differentiate your offering from the competition and you will increase the probability of the potential client choosing your product or service.

To your success,

Jeff Blackwell
Mobile Homes For Sale