Training and mentoring

When it comes to selling, how comfortable are you when asked about the price? Are you nervous or are okay with it? Do you answer straight away? Or do you deflect from the question?

Many salespeople feel a little on edge when dealing with the price. Some admit they stumble at this first hurdle and get straight into the price. Others begin by asking the customer how much they want to spend or they may defend and justify the price.

We can all relate to these situations both as buyers and sellers. And it’s fair to say many of us have been caught out by price at some stage. But it doesn’t need to be a stumbling block.

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In training I frequently ask people if they prefer to use the phone or email, I generally get a mixed reaction. Some favour the phone and others choose email.

I have noticed that individual preferences depend on the personality type or job role. Sometimes people who work in customer facing or people orientated roles prefer the phone. Whereas quieter people or those who work in technical jobs regularly like email and text.

Obviously, it’s not an exact science. And it is down to preference.

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“What is Christmas? It is tenderness for the past, courage for the present, hope for the future… It is a fervent wish that every cup may overflow with blessings rich and eternal, and that every path may lead to peace.” 

Yesterday, I came across this wonderful yet very poignant quotation by the late Agnes M. Pharo, a well-respected American writer and artist from the mid-20th century.

We are coming to the end of a very strange and arduous year with Christmas looming around the corner. So, who would have thought that many years on, Agnes’s quote would be even more profound and relevant today?

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How many times have you found yourself in a situation where someone is giving you advice and you don’t understand what they are saying?  They are speaking the same language, but are using words that make no sense and feel alien to you? 

Sometimes we may even start to feel a “glazed look” come over our eyes. Still, we sit there, smile and say nothing. And the other person probably doesn’t even notice.

It’s probably fair to say many of us have been in this position. Yet, if we really think about it - how many of us can honestly say we have never been the person who spoke with jargon?  Few I’m sure.

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Regularly I get asked, “how do I deal with a difficult situation?” It’s a fair question. And if we think about it, it’s an uncomfortable situation which we all dread. Yet when we feel like this, we often don’t realise we have what I like to call “a rabbit in head-lights” moment.

So, what happens? Basically, we panic and we stop breathing. When we freeze, it’s like our brain has been hijacked and we can’t think clearly. Sometimes we say nothing, however more than often we react and don’t realise we may say the wrong thing.

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