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Have it ever occur to you when you see a thriving business, for example a fast food, a large company or a well known store you see in malls and there is a question in your mind - “who owns it?” Well, some of the successful and businesses owners are listed below. Below are list of the most admired entrepreneurs here in the Philippines. You can read their profiles and something about them in the August 2007 issue of the Entrepreneur Magazine.
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Alejandra C. Clemante - Rajah Tours
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If you are, chances are you are struggling with selling your services. Get out of your head and speak from your heart and watch how much easier your sales flow.
Does this sound like you?
*You ask questions in a very business-like, formal, manner which doesn’t sound like the ‘real’ you.
*You ask very “safe” questions that only relate to your potential clients’ business.
*You stay well clear of emotion and feelings with your questions.
*You really want to get the answer to your questions so you can move on and get the sale.
If you answered yes to all or some of the above, chances are you are struggling with selling your services. Why? Well you are having sales conversations from your head - you are only letting your logical, rational, ’safe’ self participate in the conversation. And because you are speaking from your head, your potential client will only speak from their head too.
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There are a lot of sales myths that not only diminish your chances of success, they also make selling more complicated and harder than necessary. Selling is, in fact, quite simple, provided you know, understand and apply some fundamentals. And you ignore sales myths.
Here are 6 Sales Myths:
Myth #1: Selling is a numbers game. The greater the quantity of prospects you’re working on, the higher your chances of success.
Truth: Selling is only a numbers game if you want to waste time and money going after sales that have no chance of success.
Selling is a qualified numbers game. The more qualified prospects you have, the more sales you’ll make. It’s not about the quantity of prospects but the quality. If prospects are qualified, they are already in the quality category. If you have a list of qualified prospects you’re working on, chances are that a high percentage will turn into clients.
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Do you find yourself competing on price? Do you often talk to a prospect, you think you have them, and then they decide to shop around and buy based on price?
If this sounds familiar, then you’re probably being perceived as a commodity by potential clients. They think the service you’re offering is much the same as the service offered by LOTS of other people. So it makes sense for them to shop around and buy the cheapest. Wouldn’t you?
I know you think your service is unique, and potential clients should be able to understand that and should be able to see your value. But if you’re competing on price, this is a red flag that your potential clients don’t see your unique value. Instead, they perceive you as a commodity. In this case, you need to do something about it — and fast.
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There are a number of courses available that teach you how to mirror body language in others and how to understand and mirror people’s styles. They suggest that if the person you’re talking with crosses their arms, you should too. Also, you should match the other person’s voice tone, pacing, and inflections and do as much as you can to be like them. These techniques are all focused on mirroring and reflecting in order to help you build instant rapport.
I propose, however, that instead of building rapport, these mirroring techniques can destroy it. They can also destroy your credibility and trust. Why is that?
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