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7 Deadly Sins to Avoid When You're the Guest Speaker
Copyright 2005 Donna Gunter Speaking about what you do is an incredibly powerful way of marketing your business, especially if you have a service business. I recently had the chance to evaluate some speakers at a conference I attended. As...
9 Ways To Make Your Website More Presentable
Your website works as your spokesperson presenting the message you wish to convey. Thinking in terms of this analogy often helps you to look at your website from a different angle and make visitor-friendly changes. Imagine a situation - you...
Beware the Chicken Little Consultant
Paying for expertise is an inherent part of business. How else can we make the best decisions in specialty areas without informed help? Unfortunately there can be conflicts of interest on the part of your expert which can be subtle yet...
EMAIL OVERLOAD. Taking The Overwhelm Out Of Email
EMAIL OVERLOAD Taking The Overwhelm Out Of E-Mail ?By the year 2000, we?ll have paperless offices.? Isn?t that what many people were thinking and saying thirty years ago? Electronic mail came along and the prediction threatened to come true of...
Profitability - Pricing Strategies To Make Money
At a meeting the other day, a marketing consultant opened her talk by asking the group, "What are you worth?" She went on to discuss all the different ways we minimize our worth or discount our value in desperate attempts to close the sale. After...
 
Nothing Happens Until Someone Sells Something

You can always tell a good salesperson, they are always on the look-out for opportunities to do exactly that. Every chance they get they'll promote whatever it is they offer. They are driven through their need to either make money, they're passionate about the goods and services they offer or both.

And for those of you who turn your nose up at people who 'sell' for a living, forget it! Everyone has to sell something. You wouldn't have a job if your company had nothing to offer. Every business has to sell something. Selling creates business. Sales creates economies. Imagine what would happen if your local supermarket had no stock to sell. They would go out of business and so would many other businesses who sell their products to the supermarket. Heaps of people would be unemployed as there would be no reason for them to be at work. If you work in an education institution, what would happen if you didn't have courses to sell? There would be no need to employ anyone as you wouldn't make any money to run the organisation.

There is more to selling, than telling
According to Michael Gross, parenting expert and well-known speaker, when you know who you are dealing with, you can dramatically increase the number of sales you make. Birth order knowledge gives you vital clues to the approach you use and helps you increase your sales performance.

First borns
If you are selling to first borns make your approach direct and to the point in line with their direct, no-nonsense personalities. They like meat and potato type information to help them make a decision and they don't respond so readily to the gloss and glitter of coloured brochures and other bells and whistles that can be used in the selling process. When selling to first borns tell them what your service or product will do for them rather than focus on features or fads.

Closing a sale to first borns is also tricky. First borns like to be in control so it is a mistake to back them into a corner. The "Now that you can see the benefits I shall just show you where to sign" approach won't work with many first borns. They are cautious and often like to take their time and consider their options. An attempt at a quick close can cause them to back off completely. First borns need to think that they are doing the buying rather than they are being sold to but that doesn't


mean that you don't follow up with first borns. You may need to be very persistent with this group, as they like to take their time when they buy.

Second and middle borns
Second and middle borns value relationships so an alert salesperson will work at finding out about their clients' friends, family and interests. Unlike those direct first borns seconds like to be asked questions so don't be shy when selling to a second or middle child. These people generally like sales calls outside of the work environment so they respond well to social calls and promotional activities. Seconds don't mind being sold to so Leman suggests that anyone selling to them shouldn't be afraid to close the sale, but give them the chance to check with others first.

Youngests
They like to play so selling to them should be a fun experience. They also like to take risks so they are more likely to try new trends than first borns. Youngests respond well to glossy brochures, graphs and PowerPoint presentations containing all the bells and whistles that first borns tend to shun. Their impetuosity makes them more susceptible to signing on the dotted line without delay so don't be afraid to move quickly to close a sale if they provide an opening.

The Final Word
Isn't that interesting? There's always more to learn when it comes to selling. Let's face it, life is all about relationships in some way isn't it? What do you do to learn how to enhance your communication skills with others? It's definitely worthwhile reading books like Michael's so that not only do you learn how to communicate effectively, but most importantly you learn about yourself and what makes you tick.

For a complete guide to birth order personalities to use within your family and at work make sure you read the ground-breaking new book that everyone is talking about "Why First Borns Rule the World and Last Borns want to change it by Michael Grose. Order from www.parentingideas.com.au for only $27AUD.


About the Author

With a Bachelor of Experience, a PHD in Commonsense and a Masters in Results, Lorraine is Australia's expert on how to get organized at work so you can have a life too!

Book Lorraine today for your next event. It will be the best investment of your time and money you ever make!
Tel: (+613)9532 5497 lorraine@office-organiser.com.au

 

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