6/7/2007
Robyn McMaster Explains How to Increase Sales
Robyn McMaster is a good blogging friend and a brilliant blogger.
In her Brain Based Biz blog, Robyn converts technical scientific knowledge of the human brain into practical knowledge every business person can use.
Robin was nice enough to write this guest-post on a topic of interest to us all–increasing sales.
Take it away, Robyn!
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Using Intelligences to Increase Sales
How does using more of my intelligences increase my chance of a sale?Brad asked me toshare a little wisdom on ways people can tap into more of their intelligences to enhance sales.
For starters, begin with a question, since questions draw us in and help us to dig deep to see what we already know and lead us to discover ways to fuel change.I used a two footed question to hook my interests to sales.
I asked a question from the perspective of each intelligence.Since each of us is unique our inquiries stir fresh ideas and create paths to new responses.Think about the question you’d ask for each…
Verbal-linguistic How does my choice of words affect sales?One approach…link three colorful or effervescent words to the product you’re selling.People are enticed more by vibrant words that link to their interests.Have three or four good choices in mind and jot them on a 3 x 5 card to refresh you just before your meeting.Know these words so well they flow naturally in your conversation.Don’t try to force them or use them if it’s not appropriate.Keep them in the backburner of your mind.
InterpersonalAm I really listening to my customer?Most sales folks are so bent on a sale that they don’t listen well.Focus on their words and give yourself extra space before responding to something they said rather than seeing this as an opportunity to jump in with your sales pitch.The more you bring out your customer the more opportunities you’ll see for a couple of links to what they say.Chances are the customer asks you the significant question about what she wants to buy.
IntrapersonalDo I truly believe in my product?Many sales folks take on “jobs” without really believing in a product.They think of themselves more as a great salesman.But, the product is key.And, integrity is core to our Intrapersonal intelligence.If it’s there you’ll find it works in your favor because it plays out in your other intelligences.
Bodily-kinesthetic How can body language work in my favor?Focus on the customer and your body language follows. A smile and a firm handshake is welcoming and sets the pace.
Spatial In what ways can I improve my appearance to affect sales?Watch fashion trends and stay up-to-date.Colors affect customers.So color choices for clothing are critical.
Logical-mathematicalIn what ways does my customer connect to my product?Know your customer as much as you can and jot down three logical links.Know these well and in your conversation with your customer, they’ll be in your mind just when you need them.Business logic links activities, actors, and resources together.
Naturalistic How can the environment affect a sale?Ever thought of playing golf while meeting a customer?Jerry Gitomer says that a golf course gives an opportunity for a customer to “buy you.”The natural environment enhances the experience.
MusicalHow could music enhance my sales?Most store already know the secret since whenever you walk into a store today you hear the beat of music.Use music to your advantage, too.Ellen Weber describes music choices and the ways each affects the brain.For instance, music can enhance your office, a restaurant or a trip to view a home you’re selling.
Constant reflection is important.Once you discover a possibility, test it out.Continue to adjust and change to meet your needs.Reflection begins with asking the right questions and you greatly enhance answers when you use more of your intelligences in the process.
Try asking your own questions for each. Just the right answers will surface to fit your vision.So, what are your questions?
Thanks, Robyn!
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5 Responses to Robyn McMaster Explains How to Increase Sales
Thanks Brad for the opportunity to explore ways to use more intelligences to spur sales and marketing. It’s an honor to be featured here at Word Sell!
Thanks again.
My question is … How do people fit their unique talents for sales … into rigid business demands?
You are so right about the multiple intelligences for new opportunities. How can we capitalize more on this minefield of human resources?
If leaders pictured new results as they capitalized on employees’ talents, it would really make a stir in sales results! People like to be empowered, especially when it comes to their gifts and talents.
Facinating notion and one which I have often seen missed from “buying cycles”. Robyn you have a knack of making these ideas easy to understand and my dendrites are firing all over the place!
Very informative Robyn. Since each of us is a a combination of multiple intelligences, it simply makes sense to develop a better understanding of how they all work together. It also helps to pinpoint which is dominant so we can better develop it.