Everyone
is seeking to ‘attract customers’ … all day, in every sphere of life: we all
want other people to be attracted and interested in us, and to want to engage
with us.
The
art of making this happen consistently and continually is what we call …
‘selling’
In
his masterpiece ‘How to win friends and influence people’, Dale Carnegie
states:
- The
key to interesting and attracting others is to be interested in them.
In
this way, he states, you can achieve in 2 weeks what otherwise would take you 2
years or more.
As
with everything effective, in order to do this properly, you need to SLOW DOWN,
get your mind in the right place and focus on empathy and open questions, step
by step to understand what THEY believe and want to achieve.
(Not
what YOU think they believe and want to achieve … and certainly not your
interpretation or judgement on their thoughts!)
The
process is to:
- Leave
your own ego at the door
- Have
a genuine intent to be interested in them for their sake
- Listen
and ask open questions to understand
- Never
evaluate or probe: just listen and understand with integrity
- Check
your understanding with them
- When
they’re ready, work constructively with them to find solutions to their
problems and opportunities (and, by the way, also to yours).
Doing
this process is a great example of achieving ‘primary success’ (as we discussed
in our last blog).
The
KEY is to get WHOLE ORGANISATIONS systematically built around these principles:
genuine interest in fully valuing and understanding the customer’s REAL needs
and helping them get the results they want.
And
this will apply to EVERY STEP in the organisation’s processes: your chain is
only as good as its weakest link…
These,
of course, are the key processes behind the ‘Slow Selling’ systems. And, as
ever, they follow the 4 key ‘Slow Selling’ principles:
- Beliefs:
Make valuing and helping the customer your genuine first interest … then money
will follow … not the other way round.
- Emotions:
asking and listening empathically, so that the customer genuinely feels valued,
trusting and at ease.
- Actions:
processes that are built, inch by inch, to achieve the above at every step
- Results:
feedback and continuous improvement systems built upon what the customer wants
to tell you (not what you want to ask)
So
there you have it: ‘success through systems’ in a nutshell: how to genuinely
attract (and convert, wow and retain) customers at every step of the way.
You
know it’s right, because it’s common sense: now all you have to do is put it
into practice!
Easy
to say, much harder to do: that’s why we offer you our help.
For help in these systems, and all ‘Slow Selling’ top tips and events, please join our mailing list or buy the book or contact us for bespoke advice.
These are some of the principles and questions we address in Slow Selling: please click here to join our top tips and updates list or, if you have a question regarding your situation and would like a simple answer, drop us a line at support@wordpress-983538-3474751.cloudwaysapps.com
