#16:Elinor Stutz – Trusted Relationships is the Differentiator for Selling Well

Elinor Stutz encourages her client to believe in themselves; she says that this was her downfall initially.  Elinor’s motto is Believe Become Empower – meaning to do it and teach others to do the same.

After Elinor had gained success as a top salesperson, at her first networking event, she proudly announced she was a sales trainer, and people laughed at her and predicted she would soon be out of business.  Four months later, the same people asked how she was able to build her business at lightning speed, having created the Laser Goal Setting System.

A reasonable quota in corporate companies is necessary if you want to change the diversity in sales.

Because of the diversity of thinking, if you attract white men you are not doing your business any favours at all, says Elinor. When you hire a recruiter to have people that have gone to other countries as this changes their perspective entirely. Travel allows you to relate to all people – it makes a difference.

Buyers have access to more information than ever before says Elinor,  researching you and your competitors ahead of agreeing to a conversation.  She advises that sellers need to do extensive study on the buyer, the industry, and the competition. Then compare how you are different and then take the buyer through the differences and speak to the issue the client has and she says, you will do well.

To scale your sales, Elinor says you must build trust upfront, grooming a professional personal relationship and understanding what’s important to them first.  If there is another preferred partner that the buyer is considering, suggest being the backup supplier and ask them to test one of your smaller services upfront so you prove you can deliver outstanding service.  Elinor recalls how she gained the business, and the work, referrals and recommendations grew over time.

Elinor’s hero is Dale Carnegie training; she learned the secret to sales success is to be professionally personal and to communicate so that people listen.  Relationship building is the differentiator for selling well says, Elinor.

Elinor Stutz (Studs) began breaking through barriers long ago.  She defied the theme, “women can’t sell.”  As the CEO of Smooth Sale, Elinor embraced the motto, “Believe, Become, Empower.” She is an International Best-Selling Author, Top Sales Influencer, and an Inspirational Speaker.

Elinor recalled all the awful corporate stories and shared in my manuscript how I overcame each.  Nice Girls DO Get the Sale: Relationship Building That Gets Results and translated into four languages to become an international best-seller.

Twitter ID:  @smoothsale

Facebook:  https://www.facebook.com/elinorstutz/

LinkedIn:  https://www.linkedin.com/in/elinorstutz/