Ok, I am writing this to let you all know out there in blogger land
that if you think that you can muscle or force someone
into purchasing what you are selling, you need to close your bank account.
I have recently been training with some people, who believe that strong arming someone into a close is the way to do it. Then bragging that they "laid that one down hard" is the way to be successful in sales.
What a complete line of bullshit.
After looking at this person's year to date earnings, I was then brought back to one simple fact. People buy from people they like, have a connection with, and ones they trust.
This whole thing that you can sell
by having friction in your deal is outdated and antiquated.
Master Closers do not have friction in their selling styles, what they do have are systems that lead a customer into a buying decision that makes the customer feel like the purchase is entirely their idea.
You, as a salesperson, cannot do this
unless you have a connection with your customer,
and actually do give a shit about them,
not the big giant commission you're about to earn.
It may work for a time, but that time will be short lived, and you will become frustrated and will want to quit. If a customer even for one second thinks that you are in this only for a fat commission check, they will leave, or you will be escorted out of the house.
Trying to FORCE someone into a deal, never works.
The Master closer possesses ways how to gently massage a deal in the customer's mind,
so "signing on the dotted line"
is not only pleasurable to the customer,
it is literally something the customer wants to do.
The Master Closer will always have a system
to lead a customer down the right path
and they STICK TO IT!!!!
You need to apply pressure, that's a fact, however the procedure on how the pressure is applied, is what true Master closers know how to do, and they never deviate from it. They never have friction with their deals, and they are the ones who consistently are obtaining the big checks. Here's the secret, they have a system and they stick to it, and they never allow their emotions to get the better of them, no matter what the customer throws at them.
What I have found so many damn times throughout the years,
is that when friction happens in a sales presentation,
it is the stupid ass salesperson who started it, NOT THE CUSTOMER!
If you do not have a connection with your customer, forget it. Your customer can smell it all over you. This is the SECRET SAUCE that all Master Closers have. They create a connection, and they consistently throughout their presentation are reverting to it, in order to close the sale, and have a happy customer.
So do you want to know how to do it?
Yeah, if you want to make
the Big Bucks I thought you might.
Let's get to it then....
just place yourself in the position of the potential customer.
Would you want to have someone come at you like a
BULL IN A CHINA CLOSET, shoving whatever it is they are attempting to sell, down your throat? NO
Hey, these are people, they have feelings JUST LIKE YOU.
They have needs JUST LIKE YOU.
They want to be heard JUST LIKE YOU.
Think about this...
Even though you may truly need
what this person is trying to sell,
if this person interrupted you,
spoke over you,
made you feel like an idiot,
WOULD YOU BUY FROM THIS PERSON?
How many times do your customers feel this way about you?
ALWAYS REMEMBER,
IT IS THE CUSTOMER WHO IS WRITING YOUR COMMISSION CHECK, NOT THE COMPANY YOU ARE SELLING FOR!!!!
When you pull up to someone's house, or they come to your store, take a moment, look around. Find something to identify with.
Do they have a nice yard?
Do they have a military bumper sticker?
Are they wearing a hat that says I love to Kayak?
Do they have a Big Lifted 4-wheel Drive Truck?
Do they have Animals?
Do they have a boat?
Are there Golf Clubs in the garage?
I don't care, FIND SOMETHING!!!!
People love to talk about themselves, so give them a reason to. Remember, they could care less about you and that's okay.
You are not there for that. You are there for them.
If you run across someone who has a set of Golf Clubs in the garage,
start a conversation about it.
Find out what his handicap is.
Find out how often he goes golfing.
Find out what course is his favorite.
Let him talk, believe me he will.
What you are doing is separating yourself from the other guys who are just there to ram a sale down this customer's throat.
Believe me they see it, they smell it, and they feel it.
This customer knows that you are there to sell them something,
they are not stupid. This is the entire reason they are in front of you now.
How you introduce yourself will make or break this deal.
I firmly believe that a sale is made within the first 3 minutes someone meets a salesperson.
So what are you going to do?
Are you going to be the salesperson,
who complains about the leads,
complains about the customers,
then whines and moans about the size of your commission check,
all because you didn't take the time to get to know your customer?
Or are you going to be the intelligent salesperson,
who realizes this person is the one who is going to be paying your commission.
Are you going to spend the first few minutes of precious time,
getting to know them,
making them feel like they matter,
and actually showing them that you do care?
Believe me, your commission check will be the relevant scorecard,
on which salesperson you chose to be.
The choice is all yours...
Make the right one.
Da Bear