Regardless of your business or professional focus, everyone is effectively in sales.  Whether you are selling the latest product, attracting investors or convincing new talent to join your team, it is important to learn how to promote yourself and influence others.

You may think that selling is all about showmanship and being a good talker.  And while charisma and good people skills don’t hurt, there is a disciplined approach to selling that can help even the most introverted person be successful.

Our team at Etech Global Services engages with clients to sell products and service customers from a wide range of verticals.  One sales technique I find helpful that outlines the fundamentals of basic selling is the LAMA approach.  Founded and delivered by training experts at McKee Consulting, this basic approach is excellent for phone or inside sales.  It can help you qualify a lead or assess a prospect’s potential interest level in your service or products. LAMA stands for:

Listen – There is an old saying that we were given two ears and one mouth for a reason.  In sales listening is one of the most important attributes.  Understanding a client’s needs is critical to recommend and ultimately sell the right solution.

Acknowledge – Repeating back to a customer or potential prospect is an important step to demonstrate you are listening and truly understand their position.  Nobody wants to be talked into something. They want to be assured you are putting their interests first when discussing solutions.  Clarifying expectations helps to solution sell and avoid unnecessary complaints or law suits down the road.

Make a Statement – Once you have listened and acknowledged a customer’s needs, now is the time to recommend the best alternative, product or service.  Here is where you confidently pitch your solutions that will help satisfy a customer need or want.  Be clear. Be concise and most importantly, be on point.  Providing too much detail or too many options will just confuse the customer.

Ask a Question – After proposing a solution, now is the time to ask a closing question.  Make the assumptive sale where possible.  Something like… if we were able to install that service by June 1st, would that work for you? If the customer is not ready to make a decision, you may need to start the process over.

As an entrepreneur it is critical to demonstrate competence and confidence.  Creative Choice Group has successfully secured investors around the world. I believe listening is one of the most important tricks to capitalizing on new opportunities especially in the commercial real estate world.  Florida might be one state, but keeping our eyes and ears open to potential properties around the globe takes focus and attention.

With spring in full season, now is the time to take action and spring forward your sales. And remember, the early bird gets the worm!