The following article is courtesy of Brian Tracy, best-selling author and world-renowned speaker, trainer and expert on success, as well as the owner of the multi-million-dollar training company, Brian Tracy International.
For the past 4 decades, Brian has dedicated his life to the study of success – and to sharing his findings with success-oriented individuals.
Read on to discover the three keys to building relationships, and increasing your sales.
Be a Doctor of Selling
Did you know that there are three keys to building relationships?
Top sales professionals see themselves as “Doctors of Selling.” They see themselves as professionals, well educated, acting in their “patient’s” best interest, and bound by a high code of ethics.
The medical process is the same everywhere. Whenever you go to any doctor, of any kind, for any condition, he will follow the three part sequence of examination, diagnosis and prescription.
Begin With a Thorough Examination
Just as a medical professional would never think of treating you without following these three steps in order, you as a doctor of selling, would never allow a customer to force you to sell without your going through your three stages as well. This is as applicable to selling magazines door-to-door as it is to selling oil tankers to Exxon.
In the examination phase, you ask excellent questions, carefully prepared, in sequence, which are geared to give you a thorough knowledge of the patient’s condition, or the customer’s situation.
Diagnose the Customer’s Need Accurately
The second phase is that of diagnosis. In the diagnosis phase with a customer, you would repeat back the results of your examination and double check to be sure that the symptoms that you had detected were the real symptoms being experienced by the patient. You would ask additional questions to confirm and corroborate. You and the patient would mutually agree that this diagnosis seems to be an accurate description of the condition or problem.
Make the Right Prescription
Once this mutual agreement has been reached, and a treatable condition exists and has been identified accurately, you can move on to phase three. This is the prescription phase, where you show the patient (customer) that your product or service is the best available treatment, taking all the factors of the patient’s situation into consideration for the ailment you have diagnosed. You show that what you are suggesting is the best of all possible solutions.
Professionals who sell in the way that doctors treat patients find that their sales activities proceed far more smoothly and result in better sales in less time.
Action Exercises
Here are two things you can do immediately to put these ideas into action-
First, take the time to do a thorough examination by asking excellent questions and by listening carefully to the answers.
Second, repeat back and check your diagnosis with the customer so that you both agree on the need or problem - before you recommend a solution.
If you like what you’ve seen here, and you want to take your learning even deeper, you may be interested in Brian Tracy’s “High Performance Selling,” a proven, powerful program he designed to teach you how to get more prospects, close more sales, earn more money, and communicate more effectively and authentically.
Your ability to negotiate, persuade and influence the people around you has a dramatic effect on the speed and efficiency with which you reach your short- and long-term goals.
Listen to the 12.5 hours of instruction in “High Performance Selling” and learn how to:
- Get your ideas across clearly and easily, no matter who you’re talking to
- Influence and persuade the people you need to, so they can’t wait to help you get to the next level
- Develop your magnetic personality so people LOVE being around you
- Get more and better appointments with key decision makers
- Make better and more professional presentations
- Sell against determined and lower-priced competition
- Make more money closing faster, easier and better than you ever thought possible
And so much more.
“High Performance Selling” is one of Brian Tracy’s best-selling sales programs, because it delivers proven techniques and strategies guaranteed to get you results.
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