After I read The
Secret Language of Influence by Dan Seidman, I passed it along to one of my
friends who started a Mary Kay business this year for a second opinion. She’s
doing very well selling the products because she is so passionate about the
company and their mission, yet she still found ways to improve her on selling
skills in Seidman’s resource.
Seidman covers all of this bases focusing on how
to handle a customer and also how to handle yourself. In the first part of the
book Seidman explains that in order to master the art of selling, you need to
develop the skill and ability to influence others and gain understanding of why
people do the things they do. Seidman explores the various types of buyers in
great detail (there are way more than you’d think, so this aspect is very
useful). There are toward buyers and away buyers. There are artist buyers
(creative, spontaneous) and accountant buyers (systematic and deliberate). There
are big picture buyers and detail buyers. Lots and lots of buyers here people,
and they cannot all be sold the same way.
These personalities all require a different approach.
The second part of the book is all about influencing
yourself. According to Seidman, you need to learn how to be resilience, how to
handle rejection (you cannot be sensitive in sales), and also how to set goals
and priorities for yourself. What you need to do to be a successful sales
person is all spelled out for you.
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