{"id":9947,"date":"2021-11-15T11:00:17","date_gmt":"2021-11-15T10:00:17","guid":{"rendered":"http:\/\/passodue.flywheelsites.com\/?p=9947"},"modified":"2021-11-22T10:48:07","modified_gmt":"2021-11-22T09:48:07","slug":"magic-words-for-salespeople","status":"publish","type":"post","link":"https:\/\/diariodiunconsulente.it\/en\/2021\/11\/15\/magic-words-for-salespeople\/","title":{"rendered":"Magic words to sell"},"content":{"rendered":"

by\u00a0Alice Alessandri\u00a0<\/a>and\u00a0Alberto Aleo<\/a><\/span><\/p>\n

Thanks to our job we get the opportunity to meet hundreds of salespeople and professionals every year. They certainly represent a good sample which shows what people really expect from sales training courses<\/a> or business consultants. What\u2019s for sure is that sooner or later, more or less directly, the crucial request will be: \u201cwhat’s the magic word for selling<\/strong>?\u201d<\/span>. Whether you\u2019re dealing with sceptical or enthusiastic sellers, whether they have just started or have many years of experience, they will probably ask you \u2013 a qualified trainer and expert consultant \u2013 to answer this question:<\/span><\/p>\n

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\u201cWhat if the client shuts the door in my face? What shall I say to get a second chance?\u201d<\/em><\/span><\/p><\/blockquote>\n

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\"Magic<\/p>\n

This question will come as a challenge, as a consequence of inexperience or of so many training courses promising ready-made \u201dmagic” solutions. <\/span><\/p>\n

Our answer is that \u201copen sesame\u201d doesn\u2019t exist in real life<\/strong>, that it is very difficult to recover after someone \u201cshuts the door in our face\u201d, that our approach is based on the concept that \u201cif you ask me for fish, the best thing I can do is to show you how to fish\u201d etc.. etc\u2026 in brief we usually answer that \u201cno, we don\u2019t know any magic spells\u201d. However we do know two words which can bring magic to your jobs and your lives: change and awareness<\/span>.<\/span><\/p>\n

Those who ask for magic spells and formulas for successful sales are in fact expressing the need for some quick trick to improve their business performances<\/a><\/strong>. Therefore we have to get them to think about a very important circumstance, which Einstein expressed with these words:<\/span><\/p>\n

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\u201cIf you want different results, do not do the same things\u201d.<\/em><\/span><\/p><\/blockquote>\n

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It\u2019s as simple as that, you only have to make a change<\/strong> \u2013 even a small one \u2013 in your daily life<\/span>. However, as is often the case with easy and reasonable things, this simple rule is not always applied: hence the request for \u201cmagic words\u201d, which really means \u201cI’ll keep doing the same old things, just give me one more trick\u2026\u201d.<\/span><\/p>\n

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This is when the \u201cpower\u201d of awareness<\/strong> kicks in: in order to make a change we need to be aware of our current way of acting and of the results it produces<\/span>.<\/span><\/p>\n

\"Magic<\/p>\n

Someone might object that the results don\u2019t depend entirely on our actions but are also linked to the context. In other words :<\/span><\/p>\n

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\u201cWhy is it my fault if the client shuts the door in my face?\u201d<\/span><\/em><\/p><\/blockquote>\n

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It is a standard objection which needs to be revised by inviting our interlocutors to answer two kinds of questions:<\/span><\/p>\n