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Every successful sale is made not so much because of the excellence of your product or of your sales pitch, but because consciously or unconsciously you have found the human reason why your prospect should buy: You have found the door to their motivation and have opened it. The more you understand the function of human motivation, the more successfully you will sell.
It’s interesting that we regularly read articles or comments about high levels of staff turnover, but it is very rare to discover any commentary about customer turnover – it is almost as if it is a taboo subject; that there is shame attached to it, an embarrassment. Why? I suppose it is an admission of failure.
In practice, we can divide people who attempt to build networking relationships into four distinct types: the Loner (little or no networking), the Socializer, the User, and the Relationship Builder. Although a salesperson’s aim is to become the fourth option, the “Relationship Builder,” let’s briefly look at each of these types in turn.
Being intuitive means that we “feel”; we don’t just see or even hear. We are completely in tune with our team; we understand each of them; we know what motivates every one of them; we are able to stimulate and goad them in equal measure in order to elicit optimum performance levels from them, and as a consequence we have a team that can achieve remarkable things. Can anyone become an intuitive manager or leader?