Sales interactions can be summed up in one word - Influence.
The thesaurus shows other words that reflect influence : Impact, Encourage, Guide, Inspire, Effect, Sway.
When you demonstrate your products to a prospective client you are trying to Impact, Encourage, Guide, Inspire, Effect, Sway their buying decision. You want to influence them.
If influence is an important factor in closing a sale, then the obvious question - What creates and atmosphere where influence can do its magic?
A few things have to be present;
A need/desire - Think of your role models. Usually they have something you want to have...a need. Or it is someone who is doing something you want to do...a desire. You believe if you do what they do you will get what they have. They become an influence on your life...a role model.
Rapport - also known as chemistry - We connect with people who sympathize and empathize with our current situation and condition. If the person can actually help us, we provide intimate details. Because they understand us, and they can help us, we open up...and the door to influence opens up too!
Being authentic - Being "fake" shuts down the buying atmosphere faster than anything you can imagine. People who need/desire something are vulnerable - they don't want to fall prey to some "snarky salesperson". Even the most antagonistic salesperson who is being "authentic" can influence a sale...because they are being true to their character.
If a need/desire is present and rapport is established, then the selling personality (you) and buying personalities (them) don't have to be the same....but they do have to be authentic! Especially you!
This is your season to influence more people...to give them the "you flu" - ok, a bad play on words, but to your clients and the potential referrals, you should be contagious!
More on influence tomorrow...
Until then, I wish you Money, Power, Success!
No comments:
Post a Comment