Keys to Closing | Sales Growth
SCIENCE OF SUCCESS
KEYS TO CLOSING | SALES GROWTH
“SO, WHAT DO YOU DO?”
The dreaded Business & Professional equivalent to,
“How about this weather?!”
BUT this question is actually an invitation to be different, to be unique, to sell your product or service, but why do we all hate to ask and hate to be hit with the question,
“So, what do you do?”
maybe you froze like a deer in the head lights, maybe you pitched your product too hard, maybe you’ve tuned others out the minute you’ve asked this question yourself, so you assume it doesn’t really matter, but no matter what the reason. You should always have a ready answer to that question because this builds Trust.
Most Sales Professionals want to “chum the water” as quickly as possible. Chumming the Water is a fishing term where you throw some stinky bait into the water, drawing the fish in so they are more likely to be more aggressive in an area where your hook is in the water.
In sales, we have been taught everyone is a buyer. It has been hammered into our minds that our product (no matter what it is) meets all sorts of specific needs, fixes personal emotional issues, or even that everyone needs what we do or provide. The more people we pitch, the more we sell.
Well, actually, this is most likely technically true. We can ALL find a way that our Product or Service fits into almost anyone’s life. However, this is getting the Sales Process all out of order. Yes, you may land the occasional client with this approach, feeding into the anecdotal cognitive dissonance, but the truth is. People buy from those whom they
- Trust &
Most salespeople believe that the market buys their product because they like, value, want, or need THE PRODUCT, but the truth is, most people won’t buy what they Like, Value, Want, or Need from anyone AT ALL until they Know, Like, Trust, and Value that person OR have already decided that they are going to buy that specific product regardless of who sells it.
So, Trust is the first building block for the foundation of Sales, and I have found a solid method for ensuring that others Trust you. Want to know the Secret?
Don’t be eager to tell others what you do.
That’s it. Act like it is not a big deal, and it would probably bore them if you even tried to articulate it. Why would this work?
It’s basic psychology. If every sales person has been taught that their Product or Service is interesting in some way to everybody and furthermore, their product is needed by everyone, how do they tend to treat people?
Once they are convinced that everyone needs them in some way, HOW do Salesmen act about what they do?
“You are going to love this,”
Knowing & Liking
We don’t “know” many of those around us. We think we do, but we don’t know most of the other people around us. Disclosing something personal that most people tend to do is a way of making you endearing to a person. This can help them feel like they Know you and Like you more.
I make it a point to disclose a universal fault in a way that seems discriminate as quickly as possible. I will admit to speeding 2-3 mph over the speed limit from time to time and that leading to a “road rage” incident that is typically mild, using hand sanitizer after shaking hands, allowing my kid to quit a program. . . I will elude to a time where I realized I wasn’t charged less than a dollar for an item and that in this specific instance, I was in a hurry and did not rectify the situation.
I may even align myself to the position of a political party I overall disagree with in order to establish rapport and solidarity between myself and a potential client on a particular issue; or this may be in an attempt to get a Radical to adopt a more moderate opinion so they will be safer to the community.
Regardless of the preferred methodology, it is time for you to be Trusted first, and then focus on being “Known” and “Liked,” next.
The most important reason someone finally commits to your Product or Service is Value, or rather their perceived VALUE. They believe what you sell is worth it and they can benefit in a way that will solve a problem for them.
Value comes down to Emotion. The degree of Value you provide depends upon the degree of emotional difference your Product or Service provides. It is therefore imperative to have ways of demonstrating that your service alleviates suffering and the outcomes your products or services provide are always satisfactory and glowing.
Your opinion is not your own and that adds to the value that others place on what you do.
Sales is about understanding psychology and the SALES PROCESS. If you and your team of professionals are looking for ways of improving your bottom line, it may be time to hire a Business or Life Coach.
JAMES PESCH WELCOMES YOU BACK!
KEYNOTE SPEAKER | BUSINESS COACH | CORPORATE TRAINER | SALES TRAINER | HUMAN PERSUASION EXPERT | LINGUIST | NEUROLINGUISTIC PROGRAMMER (NLP) EXPERT | HUMAN BEHAVIOR EXPERT | TUTOR | LIFE COACH | DECEPTION DETECTION TRAINER | HR & PERSONNEL COMMUNICATION ANALYST | TULSA BUSINESS CONSULTANT | TULSA BUSINESS MASTERY EXPERT | TULSA’S MOST ENTERTAINING SPEAKER | EDUCATIONAL INSTRUCTOR | TULSA BUSINESS COACH | EXECUTIVE CONSULTANT | BODY LANGUAGE, POSTURE, & MICROEXPRESSION COACH
James is a Human Behavioral Specialist living in Tulsa, who is skilled in Linguistics, NLP, Mentalism, & Counseling, creating content so YOU WILL “Be your own HERO.” -James Pesch
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