TIPS SELLING TIP Sowing and Reaping


“Selling smart” involves building relationships with people who can pro- mote you and your products and services while you return the same. That requires effective networking. “Networking is an attitude. In order to receive the benefits of network- ing, you must first give,” says Haggerty. “It’s much better to be viewed as a resource for others than as someone who is only looking to get something from a relationship.” Here are Haggerty’s five networking tips. 1. Determine why you are networking and qualify what you want to get


from a particular networking event. Go to an event with a realistic objec- tive. For example, attend a function with the goal of meeting three people you can refer to somebody else and with whom you’d like to build a better relationship. Have the right attitude.


2. Decide with whom you want to network in terms of your objectives and the type of product or service you offer. Think outside the box and open new categories of network partners. 3. What are you able to give to the process? Who do you know? How can you help? What can you do to improve your network partner’s life and business?


4. A networking event is not a time to sell. It’s a time to establish whether another person is someone with whom you’d like to do business or get to know better. It should never be only a sales contact. 5. When will you network? Once a month? Once a week? At breakfast meet- ings or evening meetings? When are you at your best?


– WILLIAM F. KENDY ‘‘


The greatest leader is not necessarily the one who does the greatest things. He is the one that gets the people to do the greatest things.


RONALD REAGAN


READER TIP


Give Prospects a Multiple-Choice Quiz


This approach usually convinces my prospects to open up so I can help them without interro- gating them or throwing them off balance.


THE NLP MIND HEALING PROCESS


Instead of drilling my pros- pects when I hear, “I want to think it over,” I put them at ease by saying, “You know, Ms. Prospect, when someone tells me they want to think about a decision, it usually means one of five things: 1. They feel the price is too high or value is too low.


2. They don’t believe in my company, my product, or me.


3. They’re afraid of making a mistake.


4. They sense the product may be more troublesome than the problem.


5. They think the product will soon be obsolete.


Would you share which cat- egory you fall into?” This approach usually convinc- es my prospects to open up so I can help them without interro- gating them.


– CARLOS LARENA SELLING POWER NOVEMBER 2016 | 5 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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