HARDISON ‘S TIPS – JUNE 4, 2021 – This Strategy Should Do the Trick
It’s important to note that you can’t fake genuine, the person will always pick it up and you’ll burn the chance at a strong impression. You must actually be interested in and happy about meeting them.
Smiling makes you happy and it makes those around you happy, which comes in handy when you’re starting a new sales relationship. People that have a hard day in the office will take refuge in your happiness.
Shut up and listen. There is nothing more valuable in a sales setting, or really any setting, than listening. There’s nothing more harmful than talking. Ask them a question that requires more than a yes or no answer and let them talk. While they answer your question, look them dead in the eye like they are giving you directions to their grandfather’s lost treasure. Then ask basic follow-up questions that will keep them talking: “Really?” “How’d that happen?” “Wow!”
This may seem ridiculous, but the reality is people like to hear their own voices. It gives them pleasure and the fact that you’re interested in hearing it too, not just talking about yourself, will make them like you.
Sales isn’t easy and it certainly isn’t for the faint of heart. You have to be prepared to get a “no” an awful lot to get a “yes.” However, if you sell yourself properly by creating an incredible first impression and take the time to build a real relationship with your potential customer, you’ll close more sales than you’d ever imagined.
The old saying goes, buyers don’t care how much you know, until they know how much you care – the basics are Important to MASTER but over the decades that I have trained and coached sales professionals in many vertical markets and this one thing that I do know is that sales people are lazy, they don’t see the Importance of practicing and being consistence with this Interaction with a guest. So they are convinced that short cuts are part of the game because time is the most important thing. All I know is that your raise starts immediately, the minute you master the basics.
Since most sales people don’t see the value in practicing, then they practice on the customer and they are always taken back when the customer wins most of the interactions. That is why I am convinced that big ticket sales is not designed for everyone because in order to win the majority of times you must be consistent with your Kraft.