A professional is a total professional in everything they do. In fact, the way they walk, sit, talk, and act has an immediate impact on prospects and peers alike. However, what they do is simple. The majority of others know the professional the minute he or she walks through the door.
Here are some of the ways this can be done:
- The professional ensures that what he or she projects is total professionalism, to do this, he or she:-
- Are relaxed
- Act with total confidence
- Talk as if they are successful. (even when they are having a bad day) and the talk is always about success.
- Always sit up straight in a chair – even a lounge chair.
- The professional applies just enough small talk to build a relaxed rapport and break down any barrier between them and the prospect.
- The professional builds confidence in the prospect through the giving out of compliments. In other words, by saying something nice to the prospect – but not saying something for the sake of it – the professional likes people and the compliment is always genuine. And there is always a lot to compliment on in any office or home for that matter. They may have a beautiful office, a striking painting, a nicely manicured lawn or a new car in the driveway – etc.
Another suggestion is, whatever is being complimented must always look as well as sound genuine.
And here is a hint to follow to help break down these barriers. If you see an item in the room that you would like to compliment, such as a vase, ornament, trophy or painting, don’t just verbalise the compliment from the other side of the room – walk up to it, genuinely admire it for a second or two before proceeding with your compliment.
However never physically handle anything without getting prior permission first. When you are complimenting it is best to remember that actions speak louder than words – if the two are combined, they are extremely powerful indeed.
- A professional always sums up the prospect during the small talk period. Most people overlook the fact that the prospect will surely be summing up the salesperson from the minute they set eyes on them. And if they don’t feel they can’t trust them – they won’t deal with them.
Here too your sense of timing is vital. The professional works at staying in control of the small talk period. And if too much time is spent on this – it will invariably kill the sale. If for whatever reason the prospect considers you a time waster they will most probably exercise their right to stop the presentation. On the other hand, the inexperienced can just as quickly lose the sale by spending too little time or getting involved in points of no relevance to the prospect.
The professional is good at small talk because the professional rehearses how to small talk , how to build a conversation and is always watching the prospects body language as a gauge of the prospects reaction.
And finally the most important point.
- The professional is always observant. This to him or her is as important (and at times more important) than being a good listener.
There are always a multitude of clues in any office or home that give the professional many a hint that might assist them in talking the prospects language at every point of the sale. In fact, it is fair to say that anything on display is generally done so with pride and purpose. If you know how to read that language you are more than half way there to making that sale.
Whenever one hears the word anxiety used today, it conjures up an image of someone suffering stress, some form of mental physical disorder or at best someone unable to fully cope with the situation at hand. Yet being over anxious or over eager usually mirrors anxiety in a sales presentation. In turn, the prospect sees it, feels it, and unfortunately could view it in the worst light. If the salesperson is too eager to make the sale, the prospect will invariably sense it.
The role of the knowledgeable counsel expected from a salesperson could quickly degenerate into anxiety on the part of the prospect. And when the prospect experiences anxiety the worst usually transverses his brain and the mind is usually flooded with doubt. And then once doubt has set in – the prospect will decline to buy.
Those doubts are clouded with thoughts of what if:
- “What if the product isn’t as good as she says it is?”
- “What if they can’t deliver on time?”
- “What if I make the wrong decision?” – and so on.
Remember, it is the role of the salesperson to relax the prospect. And never ever take on the actions of a high pressure, fast talking over-anxious salesperson focused in on writing a “deal”. Its not worth the damage it may cause. That type of salesmanship may have worked in the 1950’s, but it definitely won’t work in the 1990’s.
This Article is by Peter Collins – In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
Peter can be contacted through his website – profitmakersales.com