مدیریت ، اقتصاد و کامپیوتر

درباره همه مطالب مرتبط با مدیریت می نویسم یا مطلب می گذارم ترفندها و مقالات کامپیوتری هم بعد از مطلب مرتبط با اقتصاد در اولویت هستند

Smile more and you'll sell more
نویسنده : سلام دشتی - ساعت ٢:۳۳ ‎ب.ظ روز ۱۳۸٧/٢/٤
 
Smile more and you'll sell more. But forget about the forced smile that Arthur Miller must have envisioned when he wrote about Willy Loman in Death of a Salesman: "He's a man way out there in the blue, riding on a smile and a shoeshine. And when they start not smiling back--that's an earthquake." Sure, it takes a lot more than a smile and a shoeshine to succeed in sales today. Still, a shoeshine and a smile are good places to start. How are yours? Let me tell you a story about smiling. I sell speeches. Not long ago, I participated in a Speaker's Showcase in Philadelphia. That's an event put on by a speaker's bureau. I paid the bureau $750 to participate. They invited meeting planners to see me and other speakers speak. Each of us got 15 minutes on the platform with a five-minute break between speakers. This went on for 5 hours. It's like a battle of the bands. One speaker after another tries to wow the audience and get booked at someone's next meeting or convention. After my fifteen minutes on stage, I ran into one of the other speakers in the hallway. "Wow, you really looked like you were having fun up there," he said. "Listen," I told him, "if I'm going to pay $750 to speak for 15 minutes, I'm going to have a blast!" "I'm too nervous in front of an audience to have fun," he told me. He was a college professor who felt comfortable in front of his students, but not in front of the corporate market. "I wish I felt the same way about speaking that you do." Here's the point: People can tell when you're enjoying what you do. They can tell when you're scared. They can tell when you're unprepared. How does your audience (your customer) experience you? The three vibes that you must give off when you're with a prospect or customer are these: I'm glad to be here. I know what I'm talking about. I love what I'm doing. Work is not God's punishment for not being born rich. It is critical that you find the joy in your sales job. Elbert Hubbard put it this way: "Get happiness out of your work or you may never know what happiness is." When you're glad to be there, your customer is much more likely to be glad you're there too. If you don't have any passion for what you're selling, the prospect won't either. When you smile and share your enthusiasm, you will find that the meeting has a different dynamic. Completing these five sentences will discover more of the passion and give you reasons to smile when you are face-to-face with a customer. 1. One of the most exciting things we're doing at our company today is ...
2. I get a great deal of job satisfaction when ...
3. The best thing a customer ever told me about our company is ...
4. I took this job because ...
5. The reason I'm doing this--besides the money--is that it offers me the opportunity to ...
Whether you make the sale or not, one of the impressions you want to leave with a person is this: "Boy, that salesperson really loves what he (or she) is doing." If you're not getting great satisfaction from your work, customers will know it. It's the vibe. They will wonder why you're not enjoying your job. They will wonder if maybe your product is inferior. They will wonder if your company is undergoing a tremendous upheaval. They will wonder if they'd be better off with your competitor's products and services. So start smiling.