Every sales professional wants to have a strong, confident posture with a prospect…..people buy from someone they like, trust, and respect. Here are three tips that can help put you in that position:
WANT THEM TO LIKE YOU? STOP MONETIZING THEM.
Recognize that when your prospect walks in the door, they have a problem that needs to be solved. They have wants, needs, or desires that need to be satisfied. They don’t care about your commission, your company’s sales contest or quotas, or anything you want. They care about what they want.
Most people recognize that you and your company are going to make a profit, and they don’t have a problem with that, as long as they get what they want and they don’t feel like they’ve been used or objectified.
Sure, you say. I know that. But how much time or emotional energy do you spend during the sales presentation wondering how much they can afford, whether or not you should go for the upsell, or how quickly you can close the deal?
When you have these type of ideas in the back of your mind, you are sending a message to the prospect. Unfortunately for you, the message is “What you want is fine, as long as I get what I want”.
Not surprisingly, the prospect is more from the “The customer is always right” school of thought. When they’re spending their money, they come first, not you.
Sales is a high risk, high reward occupation. You can earn more money than most people if you excel at it, but that upside comes with risks: You can hit slumps. You can have big income fluctuations.
Embrace it. Understand you won’t know, let alone control, who will or will not buy. That’s the nature of the business. If you understand and embrace that, you’ll be able to focus your attention on your prospect and what they want….and that leads to more sales.
When you find yourself thinking of yourself and what you want…stop. Shift gears, and think about helping your prospect.
WANT THEM TO TRUST YOU? STOP RELYING ON THE SW-SW-SW-SW MINDSET.
The old adage “some will, some won’t, so what, someone’s waiting” (SW-SW-SW-SW) may be a good way to help you overcome rejection. It may be mathematically correct….sales is a numbers game.
But you should NOT embrace that as your default sales mindset. You should not rely upon it; you should use it sparingly, at best. Use it occasionally, on your time, when you need to pick your ego up off the floor. Then let it go. Don’t ever embrace it, or even focus on it too much.
Here’s why: We become what we think about. Our thoughts impact our behavior, body language, word choice, and attitude. They impact our interactions with others whether we realize it or not.
Think about someone you really dislike and feel uncomfortable around.
You may be able to behave politely around them, but you will never be as relaxed, comfortable, and happy as you are when you are with a person you trust, respect, and admire. Your preconceived opinion of the person impacts your interaction with them, in both subtle and obvious ways.
Would you greet your prospect by saying: “Hi! I hope you buy from me, but I don’t really care if you don’t because there’s a whole lot of people I’ll see later who might”. Of course not!
But that’s the message you’ll be sending if you build a sales mindset based on SW-SW-SW-SW. You can’t hide your discomfort around the person you don’t like, and you can’t suddenly hide your sales mindset just because you’re trying to close a sale.
No prospect is going to trust you if they feel that you don’t care about them…if you see them as just another number.
The SW-SW-SW-SW technique has it’s time and it’s place….just don’t let it become the foundation you build upon.
WANT THEM TO RESPECT YOU? BUILD YOUR TOOLBOX.
If you want your sales to go through the roof, put yourself in a position where the prospect looks to you as THE authority in your field…whatever that field may be.
Make it a point to learn as much as you can about your company, your products, your competitors, and your industry…then share it with prospects. Position yourself not just as a sales professional, but as a knowledgeable, authoritative resource they can rely on.
You don’t won’t to lecture or seem pompous; you want the prospect to ask the questions and talk about what THEY want. You are their trusted advisor who can help them solve their problems and add value.
Your attitude should be “You know, I certainly don’t know everything…but I make it a point to know this business. THAT’S one thing I can talk confidently about”.
Building your professional toolbox not only helps give you good posture and put you in a positive light, it also gives you additional selling points to use as necessary.
People are different…they want, need and desire different things.
You’ll never know in advance what piece of information may clinch the deal in their mind…but you’ll have it ready in your mind when it’s needed!
Build your toolbox, and watch your prospect’s respect for you skyrocket!