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Making the sale

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in Office Communication,Workplace Communication

No matter what you do in life, you have to sell something, writes author Michael Ellsberg—selling your boss on why he should promote you, selling your brilliant idea, or selling co-workers on why they should donate to your cause.

“No single skill you could possibly learn correlates more directly with your real-world success than learning sales,” he says.

How to sell, in a nutshell:

√  Forget about making a pitch.

√  Ask questions that get the prospect deeply connected with his frustrations, worries and wants, around the problem that your solution addresses. The goal is to help the prospect recognize a current need—and for him to express the need in his own words.

√  Now, listen.

√  Once you’ve had an honest conversation, and it turns out that his or her needs match what you have to offer, you can probably make a sale.

— Adapted from The Education of Millionaires, Michael Ellsberg.

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