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Hello and thanks for visiting.
When I was a new salesman I hadn’t yet understood what made the sale.
I would go into a sales meeting expecting my customers to rationally evaluate my product or service and come to a conclusion about whether or not they felt like they needed it.
As I hadn’t received any sales training before hand I knew nothing about the sales process about what the customers were thinking and nothing other than a bunch of facts about my product.
Needless to say, I missed a lot of potential sales.
One day I spoke to a friend of mine who was working as a salesman in another company, a company that had spent 3 months training him in sales technique.
He told me about the sales process and how to close deals.
Armed with this knowledge I went out into the world again, and my sales starting going up and up.
But I did still feel as though I was missing something.
I hadn’t really understood all the mechanics even though I went through them.
One day while discussing with another salesmen he said something that would make a big difference in all my future sales successes.
He told me:
“In every sales meeting it is like a mental battle between you and the customer. They are adding excuses, different conditions that make it impossible and answer with objections.
Your job is to answer with need, use and value.
But these to aspects only cancel each other out. The thing that tips the balance is YOU!
If they like you and want to buy from you, they will. If not, they won’t.”
From that day forward my sales technique changed completely.
I understood that I still had to provide need, use and value. But it wasn’t enough.
I had to be such an interesting person and have a presence that made them like me and what to buy my products.
Since then I have changed my attitude in meetings.
Like I wrote a few days ago. I always try to stay positive and spread enthusiasm and the difference it has made in enormous.
Before I was aware of this I would just try to provide enough need, use and value but I didn’t understand that while they were evaluating my product they were also evaluating me.
I have since changed the way I dress, the way I act and the way I leave a sales meeting.
My best advice to you if you want to increase your sales figures is to take a deep look at yourself and ask “Am I a person I would like to do business with?” if not, then your customers are probably thinking the same thing.
Find ways to make yourself a person that people want to do business with.
Good luck to you!
//Daniel
Related posts:
- How Do We Buy? Part 3 – Why A Customer Will Be Pleased You Present Your Product
- How to Know Exactly When and How to go For the Close
- 10 Actions That Will Make You a Better Salesman And Significantly Improve Your Income
- How To Sell More Products at a Higher Price By Providing Real Value
- How Do We Buy? Summary Article
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You have some great feedback. If you wouldn’t buy from yourself why would anyone else buy from you? It’s not natural for most people but with some practice it’s possible to be a great salesperson!
Thanks!
Joe
Hey Joe,
Thanks for stopping by and leaving a comment
With practice anyone can be anything, it just requires some childish belief and a lot of hard work.
//Daniel
Just remember, when your prospect is talking- he/she is buying! When it goes silent- well, then you have your work cut out. Objections aren’t “I ain’t buying” but a request for further information. Don’t confuse the two.
Great point!
Whenever your can engage your prospects you are creating an opportunity to sell. If you can’t even get them interested then you are in a bad situation.