There are phrases that have been around for so long, that even people outside of sales, are using them in their every-day speech. “You could sell ice to an Eskimo” is one of them. On the other hand, prospects will tell the seller “I really appreciate the time you’ve spent with me, you’re one of the best salesmen I’ve ever met”, or, “Hey, you’re first class, you really know how to sell.”
A few minutes later, the seller leaves the premises, ponders the prospects praise and begins to dwell on the fact that he has just been recognised by the prospect as a top performer – even though he or didn’t get the order. But it doesn’t stop there, he then tells everyone including his peers his wife and sometimes even his other customers. And why not, most of the time those closest to us need to be reminded of how good we really are – don’t they?
He even calls his boss to gleefully pass on every word of the compliment. Even when the boss asks him what he sold, he’s too high to be phased, he just goes on an says, “Nothing yet, but it will come”. So the boss congratulates him on the order he is going to get sometime in the future. In fact he’ll probably talk about that compliment for the next few days to everyone that will listen.
Those who have been in sales for a while recognise this manner of compliment for what it is. They’re concerned by it, and try and be as gentle with the seller as they can possibly be without either hurting his feelings, or quelling his enthusiasm. He has been so overwhelmed by the praise received, he hasn’t had time to consider the facts.
In reality, the prospect didn’t pay the seller a compliment, he simply passed on a camouflaged insult.
A professional seller does a good enough job so that the prospect doesn’t realise that the sale has actually been closed until the order is signed. And buys because its really what he feels he wants anyway. That’s good selling, and that’s what professional selling is all about.
It’s always better to leave the premises with an order and the client thinking you weren’t the best seller he’s ever come across, than to leave without an order and be conned by a backhanded compliment.
Do you Thank Your Prospect When Closing?
Another thing inexperienced salespeople do is thank the prospect at the time of signing the order, or when they part with their hard-earned cash. But a thank-you is the last thing your prospect now needs. Learn to congratulate him or complement him on his decision. Remember, it was he that suffered momentary insanity, not you – but now you choose to thank him for the order. He is the one who owes you for making him aware of the benefits of your product or service – you don’t owe him for doing himself a favour and buying from you.
The time to say thank-you is after you receive the cheque, not when you sign the order. He will perceive the thank-you was for the cheque he paid you. If you want to increase your chances of cancellation, thank your prospect. If you don’t, you should congratulate him, complement him, give him the feeling of ownership, pride, feed his ego, but above all, reinforce his decision through your actions, words and deeds.
Prospects Experience Buying Trauma
One point little known by the majority of salespeople is that at the moment of decision, your prospect goes mentally insane for either a split second or up to two seconds. That’s right. Psychologically, your prospect’s can be classed as brinning on the verge of madness.
Have you ever had anyone that has paced the floor, had sweaty palms, rubbed his collar, gasped for breath, or turned red-faced at the point of decision? We all have! But immediately afterwards they become relaxed, friendlier and definitely more approachable. Why? Because your prospect became relieved after he had made that decision he did not want to make in the first place. The role of the seller now is to make the prospect feel good, sell the product and do so quickly before anxiety again takes over and he suffers another attack of mental insanity fostered by lack of action on your part, and/or even new-found doubts on his part.
Having the Right Mental Attitude
Having a strong sincere dedication to the product or service you sell can have as much impact as the most enthusiastic attitude you can muster. For if you are firmly convinced your product is the best of its type for its price on the market today – it will translate into enthusiasm.
With that you will transmit integrity in both the conscious and sub-conscious realms that will show the prospect how genuine you are about your product and the fact you use to sell its benefits.
In turn, every time you sell your product or service you will do so with pride, knowing full well your customer will own something that will perform to his or her satisfaction for time to come and as a bonus, they will receive more than their money’s worth in satisfaction.
On the other hand, this type of dedication also provides the seller with an equal amount of satisfaction. Satisfaction for a job well done, satisfaction from a happily involved customers, and satisfaction from the financial rewards this satisfaction of acceptance brings.
Reading Percentages in Selling
There’s a strange phenomenon about percentages, in sales they never add up to 100%. Invariably there will always be an overlap. If the prospect will only go 30%, the salesperson will need to go 80%.
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