What makes a good salesperson? A good sales person is very much like a therapist - listening, empathy and patience are all virtues found in them (sales persons I mean – and some therapists as well). Somone somewhere has said that selling is not about pushing your foot in the door but about opening the door and making it easier for your prospect to pass through.
“A piece of cake with your coffee, sir?” is a good question to ask of the customer who looks a little hungry. Perhaps he missed his lunch? You can't really ask, but you do know that the cake was made by Polly who has a learning difficulty. Polly will not understand if no one buys the cake she helped make. You have a choice. Sell it or explain away your failure to her.
If you are ready to shift your sales mindset, here are some guidelines to help you get started:
1. Look for what the other person is thinking and whether there is actually a real possibility of a fit. Do not assume they should buy what you have. Aim to connect, not force or persuade.
2. Help your prospect solve their problem, instead of referring to your features and benefits – this centers the conversation on the other person.
3. Be sensitive to the early interaction with your prospect – keep your mindset stay in the present moment and avoid pushing forward (where you want to go – which you can only guess at best).
4. Avoid chasing prospects – behave with dignity. Create a pressure-free atmosphere – set a tone of equality and mutual respect.
5. Connect with your prospects rather than work through a list. Focus on how to make a true connection with each prospect – this naturally helps build trust – think about and discuss their issues, not yours.
6. Creating trust with your prospect is your primary goal – not making the sale. Creating genuine trust is the essence of building real relationships—real relationships turn into more sales.
7. By thinning the tension and pressure in the sales process between you and your prospects, you bring both of you closer to an honest and truthful conversation.
8. Change By using phrases like ‘would you be open to’ instead of ‘would you be interested in’, you immediately set yourself apart as someone who is patient, open minded and willing to listen.
9. By having a deep understanding of the problems that your prospects experience everyday, the easier it will be for you to really feel that you know and care about their situation.
10. Be honest always, sincere and have a genuine concern about helping your customers. The beginning is always more important than the end.
3 comments:
Saying is Easy, Doing is Difficult, Achieving is sometimes impossible. That's if we believe in this. It is all in the mind.
You will only know if you are a real sales person, seeing clients face to face and getting a blast from client with no reason. that time, i don't think you will apply any of the tips mentioned.
However, we have to turn that into positive energy in us to make sure we are professional and not reacting.
Thanks for the tips.
Good sharing. We have to use different way to get connect with different types of clients. Some clients do not want to build rapport with you, they just want you do get the things done.
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