Discovering Sales in Every Aspect of Our Lives
In a world where communication and personal interaction play a crucial role, the ability to sell not only products but also ideas and oneself has become an indispensable tool. This concept was masterfully addressed by Maricel Collantes, a renowned trainer in Life Management and executive coach, in her recent conference titled “Everything in Life is a Sale”, held at Millennia Atlantic University on January 24, 2024.
Maricel Collantes, with her extensive experience in sales and her background in Business Administration and Marketing, has dedicated her career to empowering entrepreneurs and businesspeople to reach their full potential. Her approach focuses not only on traditional sales techniques but also on how we can apply these principles in all areas of our lives.
The premise of Collantes’ conference is both simple and enlightening: every action we take, every interaction we have, is essentially a form of sale. From the way we present ourselves to others, how we communicate our ideas, to the way we influence the decisions of those around us, everything can be seen through the prism of sales. This perspective invites us to reconsider how we perceive ourselves and others in our day-to-day lives.
In this blog post, we will explore the key points of Collantes’ conference, breaking down how the principles of sale and persuasion apply not only in the business world but in virtually every aspect of our lives. Join us on this journey of discovery, where we will learn to influence ethically and authentically and to build solid relationships while making informed and strategic decisions on our path to personal and professional success.
Everything In Life Is A Sale
Sales in Everyday Life: How We Sell in Every Moment of Our Day
The idea that “everything in life is a sale” might seem exaggerated at first glance, but Maricel Collantes invites us to take a closer look at our daily interactions to discover the truth in this statement. In her conference at Millennia Atlantic University, Collantes explored how, consciously or unconsciously, we are constantly selling our ideas, skills, and even our personal image.
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Selling Our Ideas and Opinions
Every time we express an opinion or share an idea, we are trying to persuade others of its value. Whether in a work meeting proposing a new project, or in a casual conversation recommending a movie, we are selling our ideas. The effectiveness with which we communicate these thoughts can determine whether others accept and support them.
Selling Our Skills and Talent
In the professional realm, we constantly find ourselves in situations where we need to demonstrate our skills. From a job interview to a presentation to clients, what we are really doing is selling our set of skills and experience. The way we present ourselves, the confidence we convey, and the clarity with which we explain our competencies are all sales tactics.
Selling Our Personal Image
Our personal image is perhaps the product we sell most frequently. The way we dress, our body language, and our communication style are elements that others constantly interpret. These aspects can significantly influence how others perceive us, affecting our personal and professional relationships.
Reflection on Self-Perception as Sellers
Collantes highlighted the importance of recognizing and accepting our role as sellers in everyday life. Many people reject this idea due to fear or ignorance, but by embracing our innate ability to sell, we can significantly improve our influence and our relationships. In the end, selling is not just about commercial transactions, but about communicating value, whether of an idea, a skill, or ourselves.
Fundamentals of Persuasion: Key Principles of Persuasion and Empathy in Our Interactions
Maricel Collantes, in her talk at Millennia Atlantic University, emphasized the importance of understanding and applying the fundamentals of persuasion in our lives. Persuasion is a powerful tool that, when used correctly and with empathy, can significantly improve our interactions and relationships.
Understanding Persuasion
Persuasion is the art of influencing people to accept our ideas, products, or services. It’s not about manipulation, but about presenting arguments in a way that resonates with others. Collantes highlighted that effective persuasion is based on understanding the needs, desires, and motivations of people.
Key Principles of Persuasion
Collantes identified several key principles of persuasion, including reciprocity (the tendency to return favors), scarcity (we value what is less available more), authority (we tend to follow experts), consistency (we want to be consistent in our beliefs and behaviors), liking (we prefer to say yes to people we like), and consensus (we look to others to determine our behavior).
The Importance of Empathy in Persuasion
A crucial aspect that Collantes emphasized is empathy. Understanding and sharing another person’s feelings is fundamental for ethical and effective persuasion. Empathy allows us to connect on a deeper level, facilitating more open and honest communication. It helps us present our ideas in a way that is not only convincing but also respectful and considerate.
Practical Application of Persuasion
Collantes provided examples of how these principles can be applied in everyday situations, from work negotiations to family conversations. For instance, understanding the importance of reciprocity, we might start a negotiation by offering something of value before asking for something in return.
Ethics in Persuasion and Sales: Navigating the Fine Line Between Influence and Manipulation
Maricel Collantes placed special emphasis on ethics within the realm of persuasion and sales. Ethics in these areas are crucial for building and maintaining lasting and trustworthy relationships, both in personal and professional settings.
Building Trust through Ethical Persuasion
Trust is the fundamental pillar of any lasting relationship, and ethical persuasion plays a crucial role in building it. Collantes highlighted that persuasion should always be transparent, honest, and respectful. The goal is not to deceive or manipulate, but to present information and arguments that allow people to make informed decisions.
Differentiating Persuasion from Manipulation
A fine line separates persuasion from manipulation. While persuasion respects the freedom and choice of the other person, manipulation seeks to control or deceive to gain a benefit, often at the expense of the other party. Collantes emphasized the importance of always being aware of our intentions and methods when persuading others.
The Role of Empathy in the Ethics of Sales
Empathy not only enhances the effectiveness of persuasion but is also an essential component of its ethical aspect. Understanding and valuing the needs and emotions of others ensures that our persuasion and sales tactics do not become manipulative. Empathy guides us to act in ways that benefit both us and our clients or interlocutors.
Practical Cases of Ethical Persuasion
Collantes shared examples of how ethical persuasion has been successfully applied in business and everyday situations. For example, instead of pressuring a customer to buy a product, an ethical salesperson would seek to understand the customer’s needs and offer a solution that truly benefits them.
Effective Communication in Sales: Mastering the Art of Communication for Successful Sales
Maricel Collantes emphasized the importance of effective communication in the sales process. The way we communicate can make the difference between a successful sale and a missed opportunity. This aspect is crucial in both professional and personal realms.
Powerful Communication Techniques
Collantes highlighted several key communication techniques to improve effectiveness in sales. These include:
– Active Listening: Truly understanding the needs and concerns of the client.
– Clarity in Messaging: Being concise and clear to avoid misunderstandings.
– Body Language: Using gestures and facial expressions to reinforce the message.
– Adaptability: Adjusting the communication style according to the interlocutor.
Psychology of Sales: Influencing Decisions
Psychology plays a fundamental role in sales. Collantes explained how understanding the psychology of the client can help anticipate their needs and respond to them effectively. This includes understanding factors like motivations, fears, and how these influence their purchasing decisions.
Creating an Engaging Narrative
An essential part of sales is the ability to tell a story that resonates with the client. Collantes encouraged attendees to develop narratives that emotionally connect with the client, showing how the product or service can fit into and improve their lives or solve a specific problem.
Use of Strategic Questions
Questions are a powerful tool in sales. They not only provide valuable information about the client but also help guide the conversation and uncover sales opportunities. Collantes emphasized the importance of asking open-ended questions that encourage a deeper and more meaningful conversation.
Management of Objections and Negotiation: Overcoming Barriers and Reaching Beneficial Agreements
Maricel addressed a crucial aspect of the sales process: the management of objections and negotiation. These elements are fundamental for closing successful sales and establishing lasting and beneficial relationships.
Understanding and Managing Objections
Objections are a natural part of the sales process. Collantes explained that understanding the client’s objections is not only crucial for overcoming them but also provides valuable insight into their needs and concerns. Some strategies include:
– Active Listening: Understanding the root of the objection.
– Empathy: Showing understanding and validation of their concerns.
– Responding with Appropriate Information: Offering solutions or clarifications that directly address the objection.
Tactics for Responding to Objections
Collantes highlighted the importance of being prepared for common objections and having ready responses. However, she also emphasized the need to personalize these responses to fit the specific concerns of the client.
The Art of Negotiating
Negotiation is more than just reaching an agreement; it’s about finding common ground where both parties feel satisfied. Collantes shared several negotiation strategies, such as:
– Finding Common Interests: Seeking shared goals to create a basis for agreement.
– Being Flexible yet Firm: Being willing to adapt while keeping your own objectives in sight.
– Creating Win-Win Solutions: Looking for agreements that benefit both parties.
Strategies for Successful Agreements
Finally, Collantes stressed that the goal of good negotiation is to reach an agreement that is beneficial and satisfying for all involved. This requires communication skills, empathy, and a deep understanding of the client’s needs and desires.
Personal Brand Development: Forging and Promoting an Authentic and Appealing Personal Brand
In the presentation, the importance of developing and promoting a strong personal brand was highlighted. In a world where competition is fierce and differentiation is key, a well-defined and authentic personal brand can be a decisive factor for success.
Understanding Personal Branding
Personal branding is the unique perception others have of you, based on your skills, experiences, and the way you present yourself to the world. Collantes emphasized that an effective personal brand is consistent, authentic, and clearly communicated. It’s about understanding and projecting your unique value.
Key Elements in Personal Brand Development
To develop a personal brand, Collantes suggested focusing on several key elements:
– Identity and Authenticity: Being true to who you are, your values, and your strengths.
– Visibility and Networking: Increasing your presence on relevant platforms, both online and offline.
– Consistency in Communication: Maintaining a coherent message across all interactions and platforms.
Promoting Personal Brand
Once developed, promoting your personal brand is crucial. Collantes advised using various tools and platforms to spread your message, including social media, blogs, publications, and networking networks. The key is to be visible in circles where your skills and experiences are most valued.
Successful Cases of Personal Branding
Collantes shared inspiring examples of individuals who have successfully built and promoted their personal brands, highlighting how this has opened doors in their careers and businesses. These cases serve as role models and demonstrate the power of a well-managed personal brand.
Practical Application of Sales in Everyday Life: Integrating Sales Techniques into Our Daily Lives for Personal and Professional Success
During her talk, Maricel Collantes not only theorized about the concepts of sales and persuasion but also provided practical guidance on how to apply these skills in everyday life. This section of the blog focuses on how we can effectively use sales techniques in daily situations.
Using Sales Techniques in Everyday Situations
Collantes emphasized that sales techniques are not limited to business; they can be applied in a variety of contexts. For example, when negotiating household chores with children, presenting an idea to friends, or even planning leisure activities. The key is to understand the needs and desires of others and communicate our ideas in a way that is attractive and convincing.
Tips for Applying Sales Principles in Daily Life
Collantes offered practical tips for applying sales principles in daily life, such as:
– Active Listening: Paying attention to what others say to understand their needs and respond appropriately.
– Empathizing: Putting oneself in the other person’s shoes to better understand their perspective.
– Communicating with Clarity and Confidence: Expressing ideas clearly and convincingly.
– Being Adaptable: Adjusting the approach according to the situation and the person you are interacting with.
Examples of Applying Sales in Personal Life
Collantes provided specific examples of how sales techniques can be useful in personal life. For example, when trying to convince a group of friends to choose a vacation destination, persuasion techniques can be used to present the advantages of a particular option.
Integrating Sales into Professional Life
In the professional realm, sales skills are equally valuable. Collantes explained how selling ideas, projects, or even one’s professional image is essential for growth and success in any career. The ability to influence and persuade can open doors and create significant opportunities.
Personal and Professional Development through Sales: Using Sales as a Tool for Growth and Self-Improvement
Maricel Collantes emphasized that sales skills are more than just tools for commercial transactions; they are fundamental for personal and professional development. This approach allows us to see sales not only as a means to an economic end but as a pathway to achieving broader personal and professional goals.
Sales as a Means to Achieve Personal Goals
Collantes explained how sales skills can help us reach our personal goals. This includes learning to communicate our needs and desires effectively, negotiating in personal situations, and establishing stronger and more meaningful relationships. For example, by applying sales techniques in family planning or managing personal finances, we can achieve more satisfying results.
Sales in Professional Development
In the professional realm, sales skills are crucial for success. Collantes highlighted that, regardless of the industry or position, knowing how to sell our ideas, projects, and skills is essential. This can range from presenting a new initiative at work to promoting our skills during a job interview.
Overcoming Challenges through Sales
Sales also emerge as a tool for overcoming both personal and professional challenges. Collantes encouraged attendees to view obstacles as opportunities to apply and refine their sales skills. This could mean, for example, turning a difficult situation at work into an opportunity to demonstrate the ability to solve problems creatively.
Success Stories and Personal Transformation
To illustrate these concepts, Collantes shared stories of individuals who have used their sales skills to transform their lives. These cases include people who have advanced in their careers, started successful businesses, or significantly improved their personal relationships thanks to their ability to effectively sell themselves and their ideas.
The Importance of Empathy in Sales: The Fundamental Role of Empathy in Successful Sales
Maricel also highlighted empathy as an essential component in the sales process. Here, we delve into how empathy influences sales success and how you can develop this skill to improve your sales outcomes.
Understanding the Customer’s Needs
Empathy involves putting yourself in the customer’s shoes and understanding their needs, desires, and concerns. Collantes emphasized that empathetic salespeople have a significant advantage, as they can accurately identify what motivates the customer. This allows them to tailor their proposals and solutions more effectively, which in turn increases the chances of closing a sale.
Building Strong Relationships
Empathy is also crucial for building strong relationships with customers. Collantes explained that when customers feel that a salesperson truly understands and cares about them, they are more inclined to trust that person and maintain a long-term relationship. This can lead to repeat sales and referrals from satisfied customers.
Handling Objections Empathetically
Collantes mentioned the importance of handling customer objections empathetically. Instead of resisting objections or pressuring the customer, empathetic salespeople listen carefully and seek to understand the customer’s concerns. This allows them to address objections more effectively and find solutions that satisfy the customer.
Improving Communication
Empathy also enhances communication in the sales process. Empathetic salespeople are good listeners and communicators, which facilitates the exchange of information and mutual understanding between the salesperson and the customer. This reduces the possibility of misunderstandings and conflicts, which can be key to successfully closing a sale.
Empathy as a Developable Competency
Collantes emphasized that empathy is a competency that can be developed and improved with practice. She offered tips and exercises for developing empathy, such as writing down situations where it is difficult to be empathetic with someone and reflecting on those situations.
Case Studies and Examples of Empathy in Sales
To support her points, Collantes shared case studies and examples of situations where empathy made a difference in sales. These examples illustrated how empathy can become a competitive advantage in the world of sales.
Ethics in Empathy
Collantes underscored the importance of using empathy ethically in sales. She stated that empathy should be used to do good and build genuine relationships, not to manipulate or deceive customers. Ethics is a fundamental pillar in the approach to empathetic sales.
In summary, empathy plays a crucial role in successful sales by enabling salespeople to understand the needs of customers, build strong relationships, handle objections effectively, and improve communication. It is a developable skill that can make a difference in the world of sales when used ethically and authentically.
Neuroscience and Modern Sales: How Neuroscience is Transforming Sales Strategies
Finally, Maricel Collantes discussed the influence of neuroscience on the sales process. Now, we’ll explore how neuroscience is changing the way companies design their sales strategies and how salespeople can leverage these advancements to improve their performance.
Understanding Neuroscience in Sales
Neuroscience is the science that studies the nervous system and how it affects human behavior. In the context of sales, neuroscience focuses on understanding how the brains of customers respond to sales strategies, persuasion, and decision-making. Collantes highlighted that this understanding is valuable for salespeople, as it allows them to tailor their approaches effectively.
Emotions and Decision-Making
One of the key aspects of neuroscience in sales is understanding how emotions influence customers’ decision-making. The speaker mentioned that purchase decisions are strongly influenced by emotions, and salespeople can leverage this by creating positive emotional experiences during the sales process.
Neuromarketing and Neurosales
Collantes referred to the term “neuromarketing,” which refers to the application of neuroscience principles in marketing and sales. Salespeople use neuromarketing to design strategies that leverage customers’ brain responses and generate a greater predisposition to buy.
Effective Communication Based on Neuroscience
Neuroscience also provides valuable insights into how to communicate effectively with customers. Collantes mentioned that understanding how the brain processes information and makes decisions can help salespeople present their products or services more persuasively.
Using Neuroscience in Practice
To illustrate how neuroscience is applied in sales, Collantes shared examples of companies that have successfully implemented strategies based on neuroscientific principles. These examples demonstrated how businesses can gain a competitive edge by understanding and utilizing neuroscience in their sales approach.
The Success of Emotional Selling
Neuroscience supports the idea that emotional selling is more effective than purely rational selling. Salespeople who can create an emotional connection with customers are more likely to close successful deals. Collantes underscored the importance of learning to use neuroscience to drive these emotional connections.
Ethics in Neurosales
Collantes emphasized that, as with empathy, it is essential to use neuroscience knowledge ethically in sales. Manipulation or misuse of neuroscience in sales can have negative consequences for both customers and salespeople.
In summary, neuroscience is transforming sales strategies by providing a deeper understanding of how customers’ brains work and how emotions influence decision-making. Salespeople can leverage this knowledge to create stronger emotional connections, communicate more effectively, and improve their sales outcomes. However, it is crucial to use this knowledge ethically to build lasting and successful relationships with customers.
Conclusion
Maricel Collantes’ presentation at Millennia Atlantic University reminds us that in life, EVERYTHING IS A SALE. The principles of persuasion, ethics, and empathy are not only essential in business but in all aspects of our lives.
Through emotional intelligence and genuine connection with others, we can achieve assertive sales, strong relationships, and significant personal and professional growth. Neuroscience and neuromarketing show us how our emotions and decisions influence our purchasing choices.
Ultimately, being an emotionally intelligent salesperson allows us to thrive in a constantly changing world and find opportunities where others do not see them.
So, let’s remember that every action we take is an opportunity to “sell” ourselves authentically and achieve success in all aspects of our lives.
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Transcript of the Video:
My name is Maricel Collantes, and I want to start with a little reflection. Have you ever thought about everything we do during the day? From the moment we get up and have breakfast, to when we go out and take the kids to school. Let’s reflect on how much we are “selling” in our daily actions.
This is a reflection we normally don’t make because we don’t consider ourselves salespeople. That’s why I’ve come here to share a great secret with you, an open secret. What is that secret? That everything in life is a “sale”. Why? Because everything we do labels or stigmatizes us as salespeople. There are people who reject this word, saying “I’m not a salesperson, I’m afraid of it” or “I wasn’t born for sales”. I don’t know if there are people in the audience who think this way, but if it’s your case, feel at ease.
What do we want to achieve then? Personally, I want you to improve your relationship with sales. Also, I want you to make friends in this field. This can generate controversy, as there are those who say “I don’t do business with friends because it ruins the friendship”. This is a paradigm that we need to start changing. Why? Because I want you to make friends in sales and, of course, then make sales with those friends. I want you to be happy and enjoy professional and family victories in business, aware that they are achieved through sales.
Let’s be aware that we achieve it through sales. I’m going to give you examples, as it might not be so clear in theory. When you go out with your family and make important decisions, like buying a house or a car, these decisions are made together. It’s not common for the husband or wife to go out alone and come back with the car of their dreams, having even chosen the color.
Does that usually happen? I don’t think so, especially when there’s a family involved. It can happen, but surely the gentleman would have to return to the dealership and return the car, admitting that the decision was not the best. These types of decisions are made as a family.
We sit down, talk, have a conversation, make a checklist, and decide what’s best for us. And who ends up making the decision about the color of the car? After the family has chosen that it should be a family car, a crossover or an SUV, suitable for large families, who decides the color? Neither dad nor mom, but the final decision is made by Carlota.
I want you to be prepared to face all the challenges that the market and technology bring us, with their increasing automation and artificial intelligence, which have made many jobs disappear. But there will always be a latent and wonderful profession: sales. Whoever knows how to sell can overcome any obstacle, because nowadays sales are not like before. In the past, sales focused on products like mortuary plots or encyclopedias that were sold door-to-door. How many people welcomed those salespeople into their homes? They offered everything from English dictionaries to courses on CD. That was before. Now, although the products have changed, the essence of sales remains the same.
Now we are changing the service and, of course, the way we sell it. I want you to discover the salesperson within you, the one who is waiting for you to ring the bell so that the bear, tiger, or lion inside can come out, waiting to be increasingly known.
And I want it. I want to take that excitement from now on, knowing that it will happen. Here we are going to find many lions. Ready. Sales are at your service, not the other way around. Ok. Sales play a fundamental role in our daily lives and in society in general. Who has a powerful reason to tell me today why sales are important? One of the reasons is the satisfaction of needs. As someone mentioned in the chat, sales are that medium, that tool through which we, our families, and our employees, use to acquire our basic needs.
Remember those needs we need to live. What are the first ones? The basic needs to be able to subsist: eating, sleeping, feeding ourselves. Even medical insurance has become a basic need. Through sales, we and our families acquire these basic needs.
Do you remember that I told you that we were going to find some persuasion techniques? First, we are going to know what persuasion is to understand how we are going to do it. Persuasion in relationships can address a variety of goals, from reaching agreements in conflicts to persuading someone to share your values and viewpoints.
We must handle this information carefully because we are not leading or convincing anyone to do something wrong to get something. On the contrary, we are going to get that out of our minds. Why? Because there are people who say they are afraid of sales, because that salesperson they knew lied to achieve their sales.
That salesperson persuaded, but did it in their favor, in a way that put the cards in their favor. So, there is no fair negotiation there because only they win and the other person loses. And remember what we said: in sales, both the seller and the buyer must win. So, there is no negotiation there.
In sales, we take these two elements, which are persuasion and empathy, and mix them. And we bring it to be able to have this ability where we can tell Luis to do something we want him to do, but in a positive way. Luis, I’m going to tell you something. I sell men’s pants, made of the best fiber, which does not contain any type of fiber from elements that harm the environment, they are of better quality.
I want, Luigi, for you to buy the men’s pants, but for you to buy them, I want you to know them well. Come on, I have them in the trunk of the car. Let’s imagine someone who wants to get a promotion in the company, thinking about when the day will come when the boss notices them and says: “Oh no, Juan has done a very good job, let’s promote him.”
But, who is Juan? What did Juan do when I saw him? I’ve never spoken to him. I don’t even know who he is. So, I wonder: Is he on the boss’s radar for a promotion? Probably not, because he’s not known, because Juan didn’t make himself known, because Juan didn’t sell himself. Ok, so, to get a promotion, you have to sell yourself.
To make a new friend, to get a boyfriend or girlfriend, you have to sell yourself. Young people, when they want to find a partner, have to sell themselves, because nowadays, with so many young people of the same age, there’s a lot to choose from. Imagine the girl saying: “Oh no, eeny, meeny, miny, moe, I’m going to choose the one who talks the most, the one who has sold himself the best.”
That also happens. Sometimes it’s hard for us to be empathetic with some people, ok, with a coworker, with a friend, with a family member. So, I want you to take the name of that person with whom it has been difficult to be empathetic and write it on a piece of paper. You’re going to write down the situations in which it’s difficult for you to be empathetic with that person.
For me, this is very personal, you’re not going to say it here, but do the exercise because it also helps you release some things you’ve been holding onto. Ok. For example, I find it hard to be empathetic with my sister. So, I write my sister’s name on the paper and describe the situations in which I find it hard to be empathetic with her. What does she do that makes it difficult for me to be empathetic? For example, I’m not empathetic with my sister because she has some expressions that don’t favor me, especially in the morning. Please do this exercise because it’s very restorative. Ok, describe what the other person makes you feel. Have you heard of neuroscience, neurosales, neuromarketing? Yes, you’ve heard of it, right? That is…
These are the terms we are addressing today. Because before, sales were more of a technique, but now they are very much related to science. That’s why we always talk about fibers, emotions, all those elements that make us rational beings, but also beings with sensations and emotions that lead us to make decisions, good or bad, especially in the field of buying and selling.
As it goes, I end up throwing in the towel. These are different levels of consciousness, because ideally, we should teach how to hang the towel. That would be ideal. But if we have gone through that phase and achieved nothing, you know we have to come to those two conclusions, because who ends up affected? That’s me.
Ah, well, then I was telling you that today, before selling, it was a technique and people prepared to be specialists, using all possible techniques. I was talking with Luis that this has not changed, but it’s for you to know that for a long time there has been the commercial sales process, which includes a sales funnel, product presentation, greeting, demonstration, negotiation process, and closing.
This entire commercial process is active and will always remain active, but it used to be more focused on technique. Nowadays, sales are very much focused on all the studies that have been done and are current, such as neuroscience, neuromarketing, neurosales. So, I bring this up because we have been talking about the theme of connection. If I manage to connect in a real way with the other person, with whom I want to sell, not only my product or service but, as we have discussed, our purpose of getting a job, a partner, a promotion, a new relationship. This is what I mean when I talk about purpose in sales, I refer to everything that revolves around it.
So, this real connection that I manage to have with my product, my service, and also with my client, in the most authentic way, will facilitate the sale. That is, if I am empathetic and know what my client really wants, the sale will be much easier.
There are people who don’t care and simply say they have to sell two tickets to go to Hawaii. “Sir, these are the tickets and I have the function of selling these two packages, but I don’t know if I did it alone, I don’t know if I did it well, so I won’t take the ticket away from you. Now, I don’t know if that really interests you, if it’s what you need.”
So, the airport. But well, it’s true.
And that’s what we’re getting at. How do I know and connect with my client in such a way that I can understand their needs and provide exactly what they are looking for? It’s difficult, but it’s achievable, it can be trained. That’s why we say that this world, this universe of sales, is fabulous because it allows us to train in so many areas. So, the next time someone comes and tells you “you’re a salesperson,” respond proudly: “Yes, I am a salesperson.” But not only that, it is the best profession in the world, the one that generates the most money. Ask the owners of companies which area or department they value most in their organization. It’s the commercial area, because that’s where productivity is.
Ok, it doesn’t mean that other areas are not important. Accountants, engineers, please, it’s not about that. Even they also have to know how to sell their department, their area. But really, the business of sales is the best-paid profession in the world. Anywhere, in any country, the salesperson is the one who earns the most. Why? Because there is no ceiling on their income.
So, as a salesperson, having a high level of emotional intelligence will make life easier in many ways. I’ll give you simple examples, like those people who don’t accept that a customer tells them no. When they are told no, they respond: “Oh, well, I wanted to sell it to you, but no, you’re not the profile of my client, you’re not the client for me, I don’t know what.” I’ve heard this thousands of times and there we lack a bit of humility, of knowledge, because everyone is susceptible to selling, but also to buying. It’s more about sensitivity.
And this was a powerful tool that I wanted to share today. Because to know your customer, remember that we are not only talking about selling services or products, but also about your purpose. For example, connecting with a new friend, moving to a new neighborhood and getting to know people.
How do you get your neighbor to know you? You start talking and decide whether you want to continue that relationship with the neighbor because it suits you, you like it, or it’s the right way to enter this community. So, you start analyzing your neighbor and ask yourself: What kind of person is my neighbor? Are they decisive, competitive, demanding, aggressive, abrupt, arrogant?
This type of person has a particular personality style. There are other people with different personality styles. One represents decisiveness, a person who likes to relate. Another emphasizes serenity, a person who is precise, logical, disciplined, reserved, perfectionist. And person C, a calm, careful, modest, resentful person.
So, how should I talk to a person whose strength is being exact, precise, detail-oriented? Over time, going to places like Hooters, you see and maybe it changes. This is done through questions and it’s very good, because it also improves your knowledge and the way you address others. We cannot remain static on this topic, because there are people who are content saying “that’s just the way I am, period.” No, I’m not just that way, period, because that way I won’t get new relationships, I won’t get new clients, and I won’t expand my world to new opportunities.
OK, so this is an exciting world, huh? And if you are an emotionally intelligent salesperson, you know how to manage these types of situations with full self-confidence. And no, it’s not about wanting to take revenge. On the contrary, it’s about being able to consider criticism and reflect on it to decide its validity. We need to grow, we need to evolve. Emotionally intelligent salespeople easily and accurately identify the needs of customers, knowing that everyone has totally different needs.
So, the invitation is to be a little more sensitive through these elements that help us to know ourselves but also to know others. I hope you liked it, I hope it has been of great value to you. I’m going to pass on the two books that I said are going to be wonderful and I hope we meet there at some point, at some opportunity.
If you consider that what we saw today has contributed something positive to you, I thank you very much and, well, see you soon.