Robert Kiyosaki, author of Rich Dad Poor Dad, and The Cashflow Quadrant said: The ability to sell is the number one skill in business. If you cannot sell, don’t bother thinking about becoming a business owner.”
If you’re in private practice as a counselor, consultant, lawyer, doctor, dentist, CPA, architect, or designer, rarely do you think of yourself in sales. Yet, your ability to survive – THRIVE – depends on your selling skills. Rarely is it taught to people enrolled in professional programs; nor do they study it.
One of the biggest mistakes most people make is being stuck in one way of communicating. We think that other people process information the way we are. So we approach everyone from that point of view. When we propose our services, we present and support it with reasons and benefits that make sense to us.
The key to being a sales star is getting into the mind of the buyer. How does this person make buying decisions? Research shows that there are 4 major personality types. Thus only one of four times is our mind evaluating information in the same way as the prospect. No wonder why it takes so many No’s to get a Yes, 75% or more.
According to WOMMA (Word of Mouth Marketing Association), the best salespeople outsell the average 57:1. Like a chameleon, they unconsciously change their style to resemble the other individual. As a result, the prospect experiences a sense of being alike. If you learn how to identify the person’s style and match it, you’ll increase AlikeAbility™ and win clients for life.
