Leading Sales From Home - The S.H.A.R.E Selling Model

Estimated reading time: 2 minutes

This real email is a stark example of a simple and vital message lost in a cacophony of noise.

 

Although this email is very conventional, very articulate and polite, and conveys the required message, it is not suited to the current environment.  Maybe a slicker message would be more appropriate.

 

What is critical about communications at the moment is having empathy for how a customer may be feeling, and then being unbelievably explicit in your message.

Applying the principles of being unbelievably explicit, Uspire have created a recommended step method of communicating, influencing and selling to customers right now – S.H.A.R.E.

 

 

Show U care – before you communicate, ensure you are totally in touch with what that business is doing right now. This will help you adjust your communication style to suit the customer needs.

Hook – understand the facts of your customers situation. Ask a question of relevance to make the audience think and trigger a response. Tell a personal story of relevance.

Ask – allow the customers to do most of the talking by asking High Gain questions. Extract the most relevant needs.

Repeat – summarise and repeat what you heard, in customer language. Check for full understanding.

Energise – to demonstrate your understanding, energise your customer by doing, saying or sending something that has personal value to them.

Applying S.H.A.R.E. selling has never been so important. Understanding customer situations, focusing on their needs and being unbelievably explicit is vital to delivering real value.

To use S.H.A.R.E. selling effectively use these 3 tips:

  1. Turn on your camera – be visible. If you normally phone then replace that with a skype or zoom call
  2. Be unbelievably explicit – say less. Land key messages.
  3. Listen with your heart – be prepared to listen intently and respond appropriately

The way in which we adapt to S.H.A.R.E selling can be hugely influenced by our colour energies and our natural selling language To understand more about these influences then listen to the Leading Sales From Home Network Discovery Day, where Uspire’s Mark Francis and Amanda Downs lead a S.H.A.R.E. selling training session with commercial leaders from many different sectors.

linkedin facebook pinterest youtube rss twitter instagram facebook-blank rss-blank linkedin-blank pinterest youtube twitter instagram