\u26a0\ufe0fSalespeople don\u2019t become successful by selling things to people, they become successful by SOLVING PROBLEMS. \u26a0\ufe0f<\/p>\n\n\n\n
Selling isn\u2019t a matter of trying to convince someone to buy something, but rather a matter of IDENTIFYING \ud83d\udd2d a person\u2019s needs and SHOWING THEM HOW A PRODUCT\/SERVICE CAN HELP. In order to do that, a salesperson needs to be able to qualify his\/her leads. And sales qualification is all about asking the RIGHT QUESTIONS\u2049\ufe0f UNLESS YOU ASK THE RIGHT QUESTIONS, YOU WON\u2019T UNDERSTAND THE RIGHT PROBLEMS TO SOLVE.\ud83e\uddd0<\/p>\n\n\n\n
\ud83d\udcd6From Chris Voss\u2019s book, \u201cNEVER SPLIT THE DIFFERENCE: Negotiating As If Your Life Depended On It\u201d, the key to success, especially in very dangerous negotiations, is TACTICAL EMPATHY \ud83d\udc69\ud83c\udffb\u200d\ud83c\udfeb<\/p>\n\n\n\n
This book should be on every salesperson\u2019s must-read list because it builds a foundation for negotiation on the basis of UNDERSTANDING THE OTHER PARTY THROUGH EMPATHY AND ACTIVE LISTENING SKILLS. \ud83e\udd14<\/p>\n\n\n\n
\u270d\ufe0fTop bullet points for me of this book:
\u00b7 NEGOTIATION BEGINS WITH LISTENING to the other party, VALIDATING their concerns and emotions, BUILDING TRUST and creating a SAFETY NET THAT allows for real conversations. \ud83d\udca1
\u00b7 TACTICAL EMPATHY IS understanding the FEELINGS and MINDSET of the other party at the moment and also HEARING WHAT IS BEHIND those feelings so that you can increase your influence in all the moments that follow. LABELING is a way of validating someone\u2019s emotion by acknowledging it. \ud83d\udd75\ud83c\udffb\u200d\u2642\ufe0f
\u00b7 YES\/NO. Pushing for a hard \u201cYes\u201d \u270c\ud83c\udffbdoesn\u2019t get you any closer to a victory. It only irks the other party. Contrary to popular belief, \u201cNo\u201d\ud83d\ude26 IS THE START OF THE NEGOTIATION, not the end of it. In a negotiation scenario, \u201cNo\u201d provides a great opportunity for you and the other party to clarify what you really want by eliminating what you don\u2019t want.
\u00b7 CALIBRATED QUESTIONS HAVE the power to educate the other party on what the problem is rather than causing conflict by telling them what the problem is.\ud83d\ude4b\ud83c\udffb<\/p>\n\n\n\n
\ud83c\udf96The golden rule is to understand that you\u2019re dealing with a human WHO WANTS TO BE APPRECIATED AND UNDERSTOOD.<\/p>\n","protected":false},"excerpt":{"rendered":"
\u26a0\ufe0fSalespeople don\u2019t become successful by selling things to people, they become successful by SOLVING PROBLEMS. \u26a0\ufe0f Selling isn\u2019t a matter of trying to convince someone to buy something, but rather a matter of IDENTIFYING \ud83d\udd2d a person\u2019s needs and SHOWING THEM HOW A PRODUCT\/SERVICE CAN HELP. In order to do that, a salesperson needs to be able to qualify his\/her leads. And sales qualification is all about asking the RIGHT QUESTIONS\u2049\ufe0f UNLESS YOU ASK THE RIGHT QUESTIONS, YOU WON\u2019T UNDERSTAND THE RIGHT PROBLEMS TO SOLVE.\ud83e\uddd0 \ud83d\udcd6From Chris Voss\u2019s book, \u201cNEVER SPLIT THE DIFFERENCE: Negotiating As If Your Life Depended On It\u201d, the key to success, especially in very dangerous negotiations, is TACTICAL EMPATHY \ud83d\udc69\ud83c\udffb\u200d\ud83c\udfeb This book should be on every salesperson\u2019s must-read list because it builds a foundation for negotiation on the basis of UNDERSTANDING THE OTHER PARTY THROUGH EMPATHY AND ACTIVE LISTENING SKILLS. \ud83e\udd14 \u270d\ufe0fTop bullet points for me of this book: \u00b7 NEGOTIATION BEGINS WITH LISTENING to the other party, VALIDATING their concerns and emotions, BUILDING TRUST and creating a SAFETY NET THAT allows for real conversations. \ud83d\udca1\u00b7 TACTICAL EMPATHY IS understanding the FEELINGS and MINDSET of the other party at the moment and also HEARING WHAT IS BEHIND those feelings so that you can increase your influence in all the moments that follow. LABELING is a way of validating someone\u2019s emotion by acknowledging it. \ud83d\udd75\ud83c\udffb\u200d\u2642\ufe0f\u00b7 YES\/NO. Pushing for a hard \u201cYes\u201d \u270c\ud83c\udffbdoesn\u2019t get you any closer to a victory. It only irks the other party. Contrary to popular belief, \u201cNo\u201d\ud83d\ude26 IS THE START OF THE NEGOTIATION, not the end of it. In a negotiation scenario, \u201cNo\u201d provides a great opportunity for you and the other party to clarify what you really want by eliminating what you don\u2019t want. \u00b7 CALIBRATED QUESTIONS HAVE the power to educate the other party on what the problem is rather than causing conflict by telling them what the problem is.\ud83d\ude4b\ud83c\udffb \ud83c\udf96The golden rule is to understand that you\u2019re dealing with a human WHO WANTS TO BE APPRECIATED AND UNDERSTOOD.<\/p>\n","protected":false},"author":1,"featured_media":86,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2,4],"tags":[],"class_list":["post-85","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-books","category-leadership"],"_links":{"self":[{"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/posts\/85","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=85"}],"version-history":[{"count":1,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/posts\/85\/revisions"}],"predecessor-version":[{"id":661,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/posts\/85\/revisions\/661"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/media\/86"}],"wp:attachment":[{"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=85"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=85"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=85"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}