Monday, January 08, 2007

Educators and Consultants

Educators and Consultants are viewed differently. Let's take a look at each and the benefits that come from positioning yourself in these ways.

The Educator: What does an educator do? He or she teaches others. They are perceived as helping others learn so they can make their own decisions. Rather than saying, "I sell cars to people," when describing your work, say, "I educate people on the car industry and the choices they 
can make to improve their lives or business." There is a big difference. Who wants to get sold? 
No one. Who wants to learn? Everyone! Position yourself as an educator. Tell people you are in 
the education business.

The Consultant: What does a consultant do? He or she consults. The perception of a consultant is that they are a third party. The idea here is to position yourself as one who consults with people who would like to know and be educated about their options. You work on behalf of the customer. 
That is key. You work for the customer as a consultant. You help them see all of their options so they can make an informed decision. Who wants to be sold? No one. Who wants to see all of their options? Everyone! Position yourself as a consultant. Tell people you are in the consulting business.

Now let's take a look at listening skills. It is a firm fact that if you will listen, and ask good questions, the customer will tell you what they want. Yes, your job as a salesperson is to first and foremost listen.

Here are 14 tips for becoming a better listener. These tips will serve you well in sales - and in life:
1. Keep eye contact with the person speaking. Don't look around.
2. Focus on what they are saying. Allow your brain to process it, so you understand.
3. Avoid emotional responses. Don't get mad or sad at what they say.
4. Don't get distracted. Don't let your mind wander or give your attention elsewhere in the room. 
5. Ask mental questions. Be thinking and interacting with the information you are hearing.
6. Use your body language to show you are listening. Don't slump. Sit straight - just like your 
mother taught you!
7. Nod your head to show that you understand them.
8. Keep your body open - don't fold your arms. That signals that you are closed off to what they are saying.
9. Lean toward the speaker. This shows engagement.
10. Ask questions to clarify. You want to make sure that what you are hearing is what they are intending to communicate.
11. Don't make assumptions. Hear what they say and take it at face value.
12. Paraphrase what you hear them saying. Say it back to them.
13. Restate the key points or issues. This will make sure you are on the same page.
14. Listen without interrupting. Let them finish. Interrupting says, "What I have to say is more important than what you have to say."


I wish You Success.


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