PEOPLE WILL BUY FROM YOU ONLY IF THEY LIKE YOU!!
PEOPLE WILL BUY FROM YOU ONLY IF THEY LIKE YOU!!
PEOPLE WILL BUY FROM YOU ONLY IF THEY LIKE YOU!!
This needs to be tattooed
on every salesperson's forehead.
Gone are the days of the "ram it down their throat" style of selling. People have far too many choices available in today's environment, to purchase what they want. If you are not willing to become a friend and ally of your prospect, you are done before you even get started.
I was always taught that
"A sale is made in the first 3 minutes.
If the customer likes you upfront,
the sale is already made."
WOW, no truer words have ever been spoken.
The reason that I am writing this post, is that I witnessed something this past sales week that needs to be addressed fully. I work with salespeople who want to increase their commission checks, as we all do. However, I have seen, far too many times to count, that a salesperson has brought with them the travails of their daily life into a sales situation.
I don't care what the problems are: problems at home, problems with finances, thinking about "that last asshole, who didn't buy", the leads suck etc...
You know what? The new prospect, who you are in front of right now, who is just waiting for you to sell him something, sees it. Your new customer has now prejudged you,
Let me just address this thoroughly right now,
THE CUSTOMER DOESN'T GIVE A SHIT
ABOUT WHAT IS HAPPENING TO YOU.
Is that clear enough?
Get it through your head, you are there to service them.
Not the other way around!!!!!
Because if you do not pay attention to them,
your potential sale just got up and walked out.
Not because of the customer, but because
your mindset was completely off the task at hand.
You get out of sales what you put into it.
This is all about focus.
If you are not willing to focus on the customer who is in front of you, focusing on their wants and needs, do you honestly think they will reward you with a commission?
I have seen salespeople who literally know everything about the product they are selling. I have said previously just how important this is. However, you could know everything about your product, your competition, and so on, but if you do not show that you actually do care about your client, they sense it right out of the gate.
The old saying of
"people don't care about how much you know,
until they know how much you care,"
is paramount,
if you expect to have sales be your career.
Now that I have that off my chest, I want to show you some very simple examples of how you can show your prospect you are actually engaged with them.
This is going to have a major impact
on your commissions.
You need to ask questions, that right out of the gate, will show the customer that you are their ALLY. You need to be unique in their mind, not just some salesperson who is there to sell them something and collect a commission.
What I am quickly going to show you,
is applicable to any type of sale.
Here are some easy examples...
If you are doing "IN HOME SALES"
Pay attention to things outside of the home
prior to knocking on the door.
Yard / Pets / Automobile / Boat / Bumper Stickers / Affiliations on License Plates / The Looks of the Front door / Overall Condition of the House / Trees etc...
Here's an example of what to say.
"Mr. and Mrs. Customer, I noticed as I was walking to the Front door that your license plate said Combat Veteran. I want you to know how much I appreciate your service. Are you still active Military.?"
LET THE CUSTOMER TALK!!
Here's another:
"Mr. and Mrs. Customer, your yard looks amazing, do you take care of all of this yourself?"
LET THE CUSTOMER TALK!!
If you are in "AUTOMOTIVE / BOAT / RV SALES"
Pay attention to what the customer is driving / Boat Stickers on the vehicle/ Bumper Stickers / Affiliations on License Plates / Team Sports / Clothes they are wearing...
Here's an example of what to say:
"Mr. and Mrs. Customer, I couldn't help but notice your Bumper Sticker, you guys Yankees Fans?"
LET THE CUSTOMER TALK!!
Here's another:
"Mr. and Mrs. Customer, I saw the bike rack on the back of your car, where do you guys typically go to ride?"
LET THE CUSTOMER TALK!!
This is simple, I am just giving you a few examples of
"HOW TO BREAK THE ICE," without looking like a carnival barker. This approach shows sincerity, without coming off like someone who is pushing too hard and looking disingenuous.
The examples I have given can be interchanged
with whatever type of sale you are in.
USE YOUR HEAD HERE.
Place yourself into the mind of the customer.
They just want to be treated with respect and sincerity,
as would you, if the roles were reversed.
Always remember....
THE CUSTOMER WRITES YOUR COMMISSION CHECK.
They are interviewing you.
They are deciding if you are the RIGHT FIT for them.
They want to feel comfortable choosing you
as the person they want to do business with.
GIVE THEM A REASON WHY,
and you will be rewarded!
Da Bear