18 March 2011

Getting to know you...

In our last blog, my business partner, Steve Marsten, spoke about the "Speed of Trust" and how to build relationships to make sales and grow business. He made the point that selling is all about relating to people.

Here at Sothertons Gladstone, we have the pleasure of meeting and working with many different people in diverse roles, businesses and industries. What we have found is that the interpersonal relationships between owners, partners and team members can have a profound effect on their ability to work together to achieve amazing results.

It is so important to get to know the people around you - both in your personal life, and in your professional life. However, sometimes that is easier said than done!

Late last week I had the opportunity to attend DISC training in Brisbane and become DISC Accredited. DISC is a language used to discuss human behavioural styles. It is about how people tend to act and communicate. It is based on a four factor model that helps explain how people differ behaviourally.

DISC can help you:

  • Identify your own style and understand your own preferred communication style and way of behaving;
  • Identify other styles to work more effectively with others through better communication; and
  • Adapt and apply your own style to make the most of your own behavioural strengths.

The DISC process uses games and activities and can be lots of fun to do together as a team, encouraging participation and acceptance of each other. It will certainly start some interesting conversations!

For more information, please contact me, or check out this website for further information on DISC: DISC Profile Introduction

I trust this introduction to DISC will get you thinking about your own behavioural and communication style and the styles of those close to you, and I encourage you to share your thoughts with us.

09 March 2011

I was recently handed a card with a quote on it – It read...

If you want

to get what you want,

you should help someone

get what they want

You can read this and use it in many ways. I interpreted it as the Speed of Trust which I know is a well known book.

Often we are approached by sales people in stores and at our homes and immediately our tension levels rise and our trust usually drops. Good sales people move us from high tension/low trust to low tension/high trust. Maintaining the trust - which is not always easy - creates buyers for life!

To accelerate trust you should ask yourself “who do you know, who knows who you need to know?”

Focus on the easier sale first – go to people you know (and who trust you) and ask for their referrals. Then straight away you have “social credibility”. Another key point to remember is…

The more you know about the people you serve,

the better you can serve the people you know.”

Selling is about relating – not persuading. You can provide more meaningful solutions when engaged in dialogue; give up imposing your agenda and aim to genuinely listen to your clients and customers needs.

Also we are often found side stepping the issue of price: “So how much will it cost me?” We focus on making sure we explain the value of our offer first – which is understandable, however a person with an abundant mindset may respond with “Here are your options. I’ll advise you on which one is the best fit for your needs – even if that means introducing you to another company.” This approach is more likely to build trust more quickly.

Finally, always remember “if you don’t follow up, they won’t follow through!” You sell when trust exists. The faster you create trust, the quicker sales will occur and the faster your business grows.