If you believe selling is sleazy, please click here and read this article before reading on.

For those who truly believe salespeople can have integrity and still be great and want to start learning how to sell effectively, here is Lesson 1.

Before you even open your mouth, the first thing you want to do is think about ...

... the product or service you want to sell. Right?

WRONG!

Most people want to start with their product or service because that is what they created, know or want to sell. Starting with what you want to sell is one of the main reasons most people have a hard time selling.

The first thing you want to think about ...

... is your customer.

Who is it and what do they want? If you don't know, then your next step is to find out.

Only when you know what your customer wants, can you begin the selling process.

A great salesperson is not someone who can sell anything to anyone. A great salesperson is someone who finds out what the customer wants or needs, determines whether his product or service can fulfill that want or need and "sells" to the customer only if there is a match.

Your want to shift your mindset from one of a traditional salesperson to an assistant buyer. A great assistant buyer knows specifically what his client wants. That is the relationship you want.

So how do you find out what your potential customers want?

You just ask.

How do you get them to open up to you?

You need to do three things.

Build Rapport

Without trust, you won't get the answers to your key questions. Sometimes you may not even get the opportunity to ask any questions. If you want a refresher on building rapport, read How to Build Rapport with Anyone.

Ask the Right Questions

Once you have rapport, your purpose is to understand what your customer wants by asking the right questions.  So what are the right questions?

It depends.

The questions you ask will be dependent on the answers you get. Before you close out this window thinking you've just wasted your time, let me make it up to you by telling you this:

Different people have different motivations to buy.

Three people can buy the same SUV for different reasons: One buys it because it is safe. The second because it is on sale. The third because it looks good.

It is important to recognize this concept before I introduce the series of questions that will drill down to a person's motivation.

Question 1 - What do you want?  A new job.

Question 2 - Why do you want a new job? Because I want to to be challenged.

Question 3 - And why is being challenged important to you? Because I went to a good school and got a good education and I don't want it to go to waste. I want to be able to showcase my abilities.

Question 4 - And if you were able to showcase your abilities, how would that impact your life? I would be happier and I would be able to impress my boss and colleagues. I wouldn't have to feel so replaceable. 

Question 5 - What does it feel like to be replaceable? I worry about everything I am doing at work and I am suspicious of other people trying to make me look bad. I get paranoid and sometimes I don't get a good night's rest if my boss says he wants to meet with me. I always expect the worse.

Question 6 - What do you think will happen if this continues to go on? I'll probably have a bad relationship with my coworkers and perform badly at work from all the worrying and lack of sleep.

Question 7 - And how would that make you feel? Absolutely horrible. I want to be a nice person but it's hard to when you are competing with everyone. I don't want to get fired or a nervous breakdown. 

Question 8 - And you're telling me that your current job is preventing you from living the life you want. What is it worth to you to fix this problem and live the life you want? A lot

Now we still haven't mentioned the product or service but if you had a product or service that could help this person, what do you think will happen?

Listen Actively

To effectively ask the right questions and to capture the person's motivations, fears and frustrations, you need to let your potential customer talk and you need to listen because everything that is being said will help you decide whether your product or service is right for your prospect. You actively listen by asking more questions to clarify exactly what your prospect wants.

Practice, Practice, Practice

Now that you have a good idea of how to ask your prospect what they want. Practice building rapport and drilling deep with your prospects. Really internalize the method of questioning and remember to listen attentively and be curious and sensitive about what your prospect is and is not saying.

In Lesson 2, we'll cover what you're going to do with all this great information you got from applying Lesson 1.

The post How to Sell with Integrity – Lesson 1 – The First Thing to Think About appeared first on Embrace Possibility.

As we get older, we tend to believe the cliché "You can't teach an old dog new tricks" because we've seen many examples proving it to be somewhat accurate.

There are people out there who don't know how to use a smart phone, shop online or send email. It is not because they don't have access to the know-how but rather they have come to believe that they are too old to learn.

Most older people have a hard time learning new things but it is not because of their age. It is because they make the conscious decision to stop learning even though they may not realize it.

Think about it.

When we are born, we are learning non-stop about how the world works. Everyone around us is helping by teaching us new words and expressions. As children, we explore the world trying to understand what crayons taste like, how to get our parents' attention, etc.

As we get older, we enter formal schooling where we learn continuously about social interactions (making friends, dealing with authorities, dating etc), hobbies (sports, musics, art, etc) and academic subjects (math, science, language, etc). After college or grad school, we enter the workforce learning about our job functions and office politics.

After we gain a certain level of expertise in our current job, we reach a critical point. Up until this point, learning has been somewhat mandatory but it is at this point where learning becomes optional. We no longer need to learn new things to survive. We can just occasionally update our knowledge and still be ok. This is the point where some choose to continue learning new things while others choose to stop learning.

Unfortunately, many people choose the latter. It could be because they are tired of learning and "just want to relax" or perhaps they feel that they've "graduated" and learned all they needed to know. Some even use the excuse that they can't learn anymore because they are old. Once they make this choice, a habit forms and that person's ability to learn, like any unused muscle, weakens.

Old people can't learn because they stop learning new things.

That is why it is important to live a life of continuous learning. If you want to be good at learning new things, then you must constantly learn new things. All the old people I know who are vibrant and energetic are always striving to learn new things and it is because they continue to learn that their brains stay sharp.

What new things have you been learning recently? If you are not learning anything new, are you okay with losing your ability to learn? Think about all the people who don't take advantage of the internet because they refuse to learn how to use it. What are you missing out on?

The post Why Old People Have a Hard Time Learning New Things appeared first on Embrace Possibility.