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4 Keys to Setting up a Sale at the Right Moment

4 Keys to Setting up a Sale at the Right Moment

Sales are made when solutions are aligned to meet the needs of the person you’re targeting. In order to address those sometimes specific needs, you have to do your homework.

Specify Needs, Magnify Results

Researching a company’s latest achievements through online sources can be a tool if you’re looking for the basic essentials, but personal contact is essential to answering, “How can what I’m selling be adapted to benefit my customer’s specific needs?”

Here are four key points to specifying their needs in pursuit of magnifying your sales results:

1. Listen. Listen. Listen.

This cannot be stressed enough. Perhaps your product or service has multiple capabilities. In the initial presentation of it, you emphasize the wrong feature, and the sale is lost immediately. Listen and ask questions of your prospective buyer because finding their needs is vital to making a sale or selling yourself. Be open to changing your presentation each time you meet a new potential customer. According to Sharon Michaels in an article on Forbes – It’s extremely important to listen intently without an agenda.

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Suppose you’re deciding which lawn care company should fertilize your lawn this year. You contact Company A and the representative spends the entire phone call emphasizing their brand new lawn clippers. You contact Company B, and the first question the representative asks is, “What are you hoping to accomplish by hiring a lawn care company?”

It may take multiple attempts to connect with a target to find out their needs and even more effort to get them engaged enough to discover their needs. But be persistent!

2. Supply the information.

Once you know their needs, be transparent with your information. Focus your information sharing on those areas where you or your product can best bring value to your buyer’s stated needs.

Let’s say you’re interviewing for a new job. Even though your resume has a detailed outline of your past work and prior accomplishments, the interviewer will still most likely ask questions that can be answered by looking through your resume. They want to hear all information from you to be assured that what you put on paper is exactly what they experience before they hire you.

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Your resume is like the owner’s manual for your product. Your customer can look through the manual for their questions to be answered, but face-to-face questions and answers will always develop the relationship that customers naturally seek before they buy.

As one of the top needs in Lifehacks.org blog post “The Six Basic Needs of Customers”, supplying all of the information is essential. You never want to be caught looking like you purposely kept important material from your prospective buyer. Providing all information and presenting it as a tool to make your buyer’s life easier is the bottom line. And supplying this information in the context that your buyer is looking for will help you adapt your product pitch!

3. Find the right time.

In addition, buyers that you are targeting most likely has specific times in which they are most likely to be engaged or open to being convinced that their interest can be satisfied with your product in their lives.

“These times are called ‘moments-of-interest‘ and they are crucial moments when your buyer’s interest will make them more open to your sales engagements and provide you with a higher chance of a sale,” according to Oppsource –Sales Development Software founder Mark Galloway.

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Think about it. You’re at a hair salon, and the stylist has used a product on your hair that feels great and looks even better. She asks, “Are you interested in purchasing this product today?” The hair stylist has taken advantage of your moment-of-interest. She has just shown you the ability of the product, and you may be in the mindset to buy. Make sure you’re choosing the “moments-of-interest” – this will be the key to presenting the sale at the right moment.

Do research and understand high and low times of interest so that you are not badgering your target person, or worse, not contacting them when they need a problem fixed that you or your product could solve. Be responsive as fast as possible when someone inquires about one of your products.

4. Pursue the right buyer.

Speaking of your targeted buyer, you need to be focused on pursuing the right one. Whether you are selling a service or selling yourself, it is important to know if you or the product will really benefit your targeted buyer.

Back to the job interview. You have little to no skill in the division that is hiring, but you were still given the interview. You are offered the job, but you realize that you will spend more time learning basic techniques and information than actually working in the new position.

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Don’t do this to your prospective customer. Do not sell a product that has little to no value for the person or their company just to simply get the sale. In the long run, they’ll be happy you were honest about the effort and capabilities you passionately bring to the job!

Featured photo credit: PicJumbo via picjumbo.com

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Published on August 14, 2018

17 Versatile Work Skills Employers Want to See in Potential Employees

17 Versatile Work Skills Employers Want to See in Potential Employees

When we look at a job advertisement, it can seem as though employers want an exhaustive list of experience and technical skills from their new hire.

They list desirable qualities such as ‘initiative’, ‘team player’ and ‘strong work ethic’. Those words can mean a variety of things to different people and it can be quite hard for employers to illustrate fully the combination of technical and soft skills they want their potential employees to have.

What they often want is a mix of versatile skills that make it easy for them (and you) to adapt to the changing needs and demands which occur in businesses today.

After all, adaptability and innovation are what make businesses thrive.

In today’s ever-changing environment, versatility is a mandatory attitude every working person needs to have. With the following seventeen work skills, you will not only make your employer extremely happy and confident that hiring you was their best decision, you will experience greater personal satisfaction and results.

1. Know what you want but more so why you want it.

Employers need to sense you have a solid idea as to why you are a fit for their role and their organization. They need to sense you have your own sense of purpose.

However, it can be a double-edged sword to say you know exactly what you want to achieve and gain if you are successful in your application and interview.

Some employers can perceive this as arrogance; your needs first, theirs second. What employers are really looking for is your internal sense of knowing that potential to join their organization is a winning combination for both of you.

2. Diplomacy and conflict resolution skills save money, lost productivity and efficiency.

Can you agree to disagree? Can you evaluate without passing judgment or at least be self-aware of your own biases? Can you put these aside to find solutions for the betterment of the team?

Employers look for versatility in soft work skills that bring peace, lower stress and contribute to creating harmony. If you have ways with words to help heated arguments reduce to a simmer so there is space for compromises, negotiations and reasoning to take place your employers’ respect for you will jump at least tenfold.

Peace-making skills are invaluable in changing workplace culture, particularly toxic ones. Any good employer knows a strong in-house negotiator will save them thousands of dollars in engaging an external mediator.

3. Know how to set and reframe your own goals.

Much research has documented that when employees have a clear purpose, mission and goals, they are more likely to be highly productive. They are less likely to flounder around in many directions nor be busy and not produce results that matter.

Employers know well that employees who develop their own goals and can align these with those of the company are more self-driven, self-sufficient and take greater ownership for performing their role.

And the benefit is not only to the employers. You personally will find greater personal satisfaction from achieving targets you have chosen to set yourself. Everyone wins!

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4. Great time management and organization skills make you highly productive.

Being able to exercise versatility with these work skills needs no explanation. Great time management does not mean multi-tasking. It actually uses more brain power and reduces effectiveness.

Having great skills to prioritize your activities and demands, being able to assess how long things might take you to address are planning skills which greatly aid effective and better execution.

Working in harmony with your colleagues’ timetables makes for better teamwork and workflow plus a less stressed environment.

In today’s working world, any strategies for reducing stress-invoking opportunities are like finding golden nuggets. Your employer will want to hold on to those for dear life!

5. Be a flexible team player by being able to change roles when required.

Employers will be looking to see how flexible a team player, a potential employee could be.

If you are a natural leader, being a better team player might, in fact, mean you stepping down from the helm and encouraging someone else to exercise and step into their leadership potential.

It might be more beneficial to your employer to play the role of Indian as opposed to the Chief in certain situations. Stepping into different positions on your team not only helps you grow but also the rest of your team.

Employers relish having a versatile work team which can adapt and is ready and willing to play different roles, even if uncomfortable when crises happen.

6. Initiative, self-motivated and driven.

When you have your own internal reasons for looking to undertake a role your motivation is driven by something sizzling inside of you.

There is a personal drive and desire for the satisfaction you will experience when you meet a certain target that no other person will be able to give to you.

When you can genuinely identify and demonstrate your own personal connection to the role’s objectives and the greater goals of your employer’s business, they will see you have an internal drive that they don’t need to whip and flog to keep the momentum going.

Any employer will be grateful they just need to help navigate you and support you with the right tools and network and off you go.

7. Be confident but not arrogant.

Imagine if you were conducting initial telephone interviews with shortlisted candidates and one of the questions they asked was:

“How long would it be until I’ll be eligible for a pay rise or promotion?”

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There is a significant difference between being confident and arrogant. Employers are not looking for confidence purely in you being able to perform every aspect of your role at gold star level.

It comes with being comfortable to say you don’t understand, you have made a mistake, you need support, further training, acknowledging what your limits are and being willing to risk stepping outside your comfort zone.

When you’re a new kid on the block, respecting that you may need to learn to walk before you can run is essential. Unless it is your job to start making significant changes from day one, chances are you’re going to create enemies if you’re so confident your new methods and ideas should replace existing processes.

8. A positive attitude.

Demonstrating positivity as a work skill that will truly win over your new employer is about being genuine and actively applying strategies which look for the glass half full.

Recruiters and employers are not dumb. They can easily see through short-term bright smiles, nervous giggling and general ‘you just need to think positive’ statements.

In the face of grueling challenges, employers are going to look much more favorably on that candidate who can acknowledge the negative features of a situation but still encourage another solution-focused perspective to be adopted.

Even better, if you can use language effectively to demonstrate how you have adopted a positive perspective and helped turned around a tough situation.

It is one thing to have a positive attitude but your potential employer will see you as a superhero if you can show them how you have successfully applied it.

9. You are resourceful but know the value of asking for help.

There is nothing more unproductive (let alone frustrating) than that person who simply asks out loud a question to their team when they could simply have Googled the answer.

Or worse still, they have a manual at their fingertips which has the answer to their question…they were simply too lazy to look for themselves.

Be that person with Sherlock Holmes as their middle name who sleuths like a dog after a buried bone. You can research and turn over stones to discover and learn what you need but you also are able to ask for help and assistance when you need to.

Any employer will relish that person who looks to discover the answers to their own questions first before reaching out and asking for help.

10. Emotional intelligence creates a harmonious workflow.

Despite the level of seniority of your role having a strong ability to handle emotions is fast becoming an essential work skill (and also life skill).

It is even more desirable for any employer when your work skill set includes the ability to detect, adapt to and have skills in managing certain emotional patterns of others you need to work with, manage or report to.

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So much time, energy and productivity is lost due to individuals’ lack of skills in this area. Any manager who can see you possess and can demonstrate such versatile work skills will think they’ve won the managerial lottery!

11. Be able to adapt your learning style.

There is no real evidence that using preferred learning styles actually increase the rate at which we learn nor the effectiveness of certain styles.

However, being able to make changes to what we are given to learn and adapting it to suit our needs and preferences does help us settle into a new work transition sooner.

We also need to recognize that even though we feel uncomfortable learning a new skill a certain way, it might actually be the way we need to receive it to cement the learning. It is also likely that our new employer only knows or has a budget to deliver training in a certain way.

Either we can choose to adapt or resist but we know for sure the latter is not going to benefit to anyone.

12. Flexible leadership style.

Dan Goleman has conducted extensive research on different leadership styles, emphasizing that being versatile to switch between different styles (e.g. authoritative, coaching, affiliate, coercive, pace-setting) and knowing when to do is a fundamental skill for any leader.

Being able to change your style to lead other people is as important as how you lead your own role responsibilities.

13. Incredible communication skills that actively listen and give clear messages.

Strong and effective communication across all mediums takes time, life experience and highly developed intuition.

Knowing when to use email, a face to face conversation or telephone discussion is one thing. Another is to use words which emotionally connect and influence the receiver to accept, hear and heed your message.

Great communicators know that it is their responsibility as much as the receiver for good communication to take place. However, they also know that the receiver may not feel this is the case.

When you can listen equally, be sensitive to read between the lines to hear the message of ineffective communicators and can respond kindly with inspiring, equalizing and encouraging words, your influence and general likeability as a new addition to your employer’s team will develop in leaps and bounds.

14. Accountability, responsible and dependable.

We’ve all worked with people or managers at some point who lay external blame the instance something goes wrong.

Contrary to popular belief, making mistakes and owning up to it is a highly desirable and versatile work skill that gains loyalty and understanding particularly when mistakes occur.

Owning up to errors early allows both yourself and the business to recover quickly and shows you’re willing to take responsibility to continue forward on when you have stumbled.

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When you illustrate you can do this, you build your employer’s trust and faith in you.

15. Exercise proactive self-awareness.

Self-reflection is a highly empowering work skill that contributes greatly to becoming better and performing better.

When you actively look for the achievement, celebrate your success and look for pockets of where mistakes you have made can be corrected you improve faster, become more effective and make your work easier.

When you start to look at your own errors, receiving feedback from your employer about the same errors can feel far less confronting and having corrective conversations is easier, transparent and far less stressful and emotional.

You naturally increase your resilience and make life easier for yourself and your employer if you conduct regular self-check-ins and keep your employer updated.

16. Apply a problem-solving growth mindset.

When faced with a problem or challenge, your ability to activate a growth mindset is a highly versatile work skill employers love. Not only are you able to reduce the pain and anguish that a fixed mindset can sustain but your ability to remain open to possibilities to find different pathways or ideas is refreshing and helpful.

If your thought patterns automatically ask: “How can we?” or you often think “there must be a way”, you will only contribute to creating growth opportunities for your organization and inspire others to think the same way.

17. Be teachable.

If you have ever tried to teach someone a new skill or technique and they keep reverting back to traditional ways that are familiar to them, you might have become frustrated to the point of giving up.

Don’t be that person who’s stuck in tradition which no longer serves the business. Whether you are entering a new environment, learning new software or negotiation skills, know that all employers need people who are open to being taught.

Innovation is a core concern of every business. Innovation means change and change means doing something different.

Stay versatile and keep learning

Technical skills can often be taught. Ray Croc illustrated how well a systemized franchise can dominate the planet. Over 36,000 McDonald’s establishments around the world are run by managers barely in their twenties!

Soft work skills, however, take time to develop, learn and confidently apply.

There is a key combination of work skills that would make any candidate employer’s dream. However, the essential factor underlying all of these work skills is versatility.

Equip yourself with these 17 work skills, stay curious and keep learning; and you’ll always nail the job you want.

Featured photo credit: Unsplash via unsplash.com

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