Why You Should be an Office of Closers

February 19, 2018

Sales skills will benefit everyone in your office

Sales skills aren’t only for your sales team. Whether or not we know it, we’re all constantly selling in our day-to-day lives, and especially at work.

Don’t believe us?

Well, when’s the last time you recommended a movie to a friend? You probably 1) knew enough about them to know they’d like the movie, 2) explained why you liked it and why they’d like it, 3) told them that it wasn’t what they’d expect, and 4) offered a concrete time to go see it.

Whether or not you knew it, you just covered 4 elements of a great sell: 1) preparation, 2) sell proposition, 3) objection management, and 4) making an ask.

You just sold that movie-going experience.

Speak up in groups and sell your idea

Dr. Joshua N. Weiss,s a Senior Fellow at the Harvard Negotiation Project and the co-founder of the Global Negotiation Initiative at the Program on Negotiation at Harvard Law School, claims that negotiation is a daily task.

“Each one of us negotiates every single day of our lives,” he says, “At work, with loved ones, and in other personal interactions. Whether you’re buying a TV, deciding on a vacation spot, getting your children to do their homework, or asking for a raise, your negotiating skills are continually put to the test.”

Basically what we’re saying is, you’ll be doing yourself a favor by upping your sales skills.

Convince others with conviction — coffee and suit optional

Becoming more convincing has some interesting side effects. You’ll have more compelling and productive discussions, arrive at better agreements, eat at better restaurants, earn a higher salary, and deepen your friendships.

And, contrary to popular opinion, negotiating doesn’t have to be daunting. The traditional “pusher” model — think Glengarry Glen Ross — is losing popularity. By taking the used car salesman tactic, you might get immediate results, but you’ll burn bridges.

Do what Alec Baldwin says. Just don’t do it HOW he says.

But it’s not the 80’s anymore, and that model doesn’t fly. We can’t take advantage of others for our own profit and expect our reputations to stay intact. Communities are virtually connected across continents and our relationships — both personal and professional — are exposed to the world. In a world that’s smaller than ever, we need to constantly create good impressions, hence the growing focus on negotiation styles which preserve and grow long-term partnerships which benefit both parties.

-OMG, did you see what Jo did? -Who’s Jo? -I dunno.

In order to be an effective, empathetic, long-term salesperson, you’ve got to stop thinking traditionally. And that means: 1) communicating well, 2) pitching effectively, and 3) negotiating collaboratively.

Don’t worry, this stuff is FUN!

Everyone is equipped with a built-in sales mode, and it’s not difficult to figure out how to activate it.

Activate. Sales. Mode

Here are 3 sales and negotiation skills that are reasonably easy to improve upon in a short period of time, and that will make a huge impact in your workplace.

Establish a connection

“If you would win a man to your cause, first convince him you are his sincere friend.” — Abraham Lincoln

We all have to win others to our side.

Charisma can be created. By cultivating sharp presentation skills, anyone can draw others into their sphere of influence. It’s of the utmost importance to and which, when addressed, can lift their conversations to the next level.

Leah Bonvissuto, co-founder of the communication company BeSpoken, writes that “93% of communication is nonverbal. It proves just how important facial expressions, body language and tone of voice are in communication…People make judgments within a tenth of a second of seeing someone’s face.

Book Leah’s workshop, “Speak Like a Leader,” and get the tools to conquer your conversations

Improving how we communicate is a comprehensive process, since there are many, many elements that a good communicator must control. However, the lion’s share of improvement can take place within just a few hours.

Leah runs workshops in which she gives participants tools tailored to their own voices, so they can make powerful verbal and physical choices on their own. When people are in control of their communication style, they can choose how people perceive them and affect the outcome they want.

Click HERE to read more about improving your presentation skills and to book Leah’s communication workshop.

Give your pitch

“If you want to win, if you want to get what you want, you must make your audience respond emotionally.”
— Peter Coughter

The purpose of your pitch is to captivate your audience. Bring them into your world and make them LIVE your story.

However, the idea of pitching a concept can be daunting. It’s common to feel like you’re exposed, like you don’t deserve what you’re asking for…and these negative thoughts can severely hamper the success of a pitch.

She’s scared of public speaking. Heights are fine.

So use a template! A solid, tried-and-true structure both give a logical cohesion to a pitch and reassures the presenter, who has a path to follow through the morass.

Capture your audience and pitch your ideas effectively when you book “The Elevator Pitch”

In his workshop, “The Elevator Pitch,” Joe Dolce gives participants a concise structure to apply to their pitches. Within this structure, he shows participants how to connect with people, grab their attention and get them to make a small commitment in less than a New York minute.

Click HERE to learn more about what makes a pitch great and to book Joe’s workshop, “The Elevator Pitch”.

Align your goals

“In business as in life, you don’t get what you deserve, you get what you negotiate.” — Chester L. Karrass.

Negotiation is a crucial part of sales, but it doesn’t have to go down like a used-car sale. In only a very few cases is negotiation about seller-buyer opposition; rather, most of the time it’s based on collaboration. More often that not, you’ll need that person again soon — so it’s worth preserving and growing that relationship.

Dr. Joshua N. Weiss teaches how to implement a collaborative approach to negotiation, one in which both parties benefit from finding a creative solution to their respective problems.

Walk through the negotiation process with Dr. Weiss in his workshop, “Strategic AND Collaborative Negotiation”

A lot of myths exist that prevent people from negotiating well, such as: keeping emotion out of negotiation, seeing the other party as your opponent, and negotiating towards one objective. Dr. Weiss busts them one by one, and provides participants with simple strategies to greatly improve their negotiation skills.

Click HERE to learn the principles of effective negotiation and to book Joshua Weiss’ negotiation workshop.

Negotiate like a boss

When your office starts employing the above 3 tactics — solid communication, good pitching, and smart negotiation — there’s no doubt you’ll see impressive, tangible results.