Selling is a transfer of Belief and Enthusiasm.
Here’s why: I’m excited. You buy into that excitement. We share a like-minded feeling of excitement. You feel like you have discovered something new and beneficial to your existence. I MADE you feel special.
I MADE you feel.
I MADE you believe.
People hate to be sold, but they LOVE to buy.
Here’s why: As consumers, the choice to make the purchase is yours. It’s personal. You feel good about yourself when you decide on a purchase. You picture yourself, your life improved. How you look, how you feel.
How you feel about how you look, and how other people see you is important to you, nothing is more personal than that. It’s human nature to be liked, respected, and thought well of. When you tap into this, it becomes a part of you and makes you feel good.
It’s YOUR decision.
That’s why it feels SO good to decide… when you share THAT feeling with others and THEY buy into and embrace that idea as their OWN …
Then… you become that someone they feel good about.
When you make it their idea, the barriers to objections are broken down and easier to overcome.
Here’s why: If you ask the right questions, listen to their responses. I mean REALLY listen, you will hear what they are telling you, and more importantly what they NOT telling you. They are not telling you that they really want it. If you did a good job on your presentation, showed sincerity and personality, the fact that deep down they want it or not, should be clear.
How are they responding to you? Questions they ask, how they ask them, tone of voice, genuine cues of interest… all of these. If you’re paying attention, it will GIVE you the EXACT words you need to get as close to a sale as possible.
So… you’re telling me there’s a chance?
Yes, there’s always the chance you could win or lose the sale. If you believe otherwise, then YOU are the one being sold. The odds are in your favor if you keep your demeanor the same throughout your presentation. No matter what they say.
Your job is to make it their idea.
Expect rejections. Embrace the no’s. You will get them. It’s ok.
If you can make it all about them…. then you…
Become an assistant buyer
The “table” between you is as transparent as you want it to be. Whether you are presenting in person, on the phone, on the beach… it doesn’t matter where.
Intentions can be felt as effortlessly as they are revealed. You can’t hide from them.
Once, nearing the end of my presentation, the lady across from me on the other side of her table, asked me, “how do you like your coffee?” I replied, “with cream and sugar, please, why do you ask?”
I’ll never forget her reply… “because I want to toast you to the sale you just made!”
Value proposition conveyed. The Sale Made.
When you intend to do something, you are being purposeful. You can’t help how you feel. It is easy to resist a salesperson when you feel their intentions are only to sell you on their idea of what THEY think you want/need/desire/crave.
As the person being “sold”, you already KNOW what you want/need/desire/crave, and the limitations and barriers that stand in your way (HINT: this is most always about the money).
But, if you, as the salesperson, can visualize yourself sitting on the SAME SIDE with them… showing as you would a friend, something you both are open to accepting as TRUTH, your intentions will not be seen as self-serving, but more as an assistant, an open and willing hand to help them along with the decision to move forward to whatever the next step may be… remember…
It’s a decision of the heart and the head.
If you can find a way to tap into BOTH of these, and you are sincere in your willingness to be vulnerable, and persuasive without pushing, you are closer to getting what you both want. — THEN, the words you need to say will come.
Sometimes the YES is made after the 7th no.
A tenant lives in a building. That building may be in a city. Regardless of where the tenant lives, there is a commitment that they have made to stay. When you are making a presentation, you are living in a state of being present, with the client. This is also known as Satori, or “Be here now.”
By committing my entire presentation to memory, and it allowed my mind to focus and gave me freedom to focus all my attention on HOW they were reacting to the WORDS I was saying. I didn’t need to think about what I saying.
It can be challenging to hear the prospect tell you no, over and over again, but don’t lose heart. Stay in long enough to reap the rewards of your perseverance. It’s all in the mindset.
Pro tip: Continue to soften your approach as the “no statements” mount.
Don’t change who are, and NEVER take it personally. They would have already said no to you long ago if it were personal. If they say no now, they are saying no to your proposition. Something about your offer is not resonating with them personally. Find out the reason(s) why, but always respect their rationalle. Each and every time.
They need to come to the conclusion for themselves, on their own terms. It must be their idea, that you gave them.
There is a process of I have always followed that has served me well.
- Identify — you told me earlier this is something you wanted, right?
- Isolate — And the ONLY thing holding you back is the fact that you just can’t afford this, correct? is that the only thing?
- Transition statement — and if this is something that did fit in your budget, I’m sure it would make sense to move forward. (this is a more assumptive statement, rather than a question, in which the answer is always yes).
- Overcome — this is where you tell a story or share a comparison and get them to agree with you along the way. Once they agree to your comparison statement, and you get a yes, tie it back to the original commitment they already agreed to, and get a commitment verbally. Once they understand it’s the same idea, then ask for the business.
Getting the small yes commitments during your presentation is the pathway to the big YES at the end.
After you demonstrate the product/service and offer the price, and you ask for the business, say nothing and wait for the prospect to respond.
This is key to allowing them to make the decision on their own. Smile, make them feel.
Provide a comfortable and safe place for them to land a response, expect a no, and move on accordingly. Remember to enjoy the ride, no matter where it takes you.
Find out what is important to them early on, THEN show how your product/service can offer what THEY told you they wanted.
They buy YOU before they ever buy the product.
My father owned a construction company. He built a successful career in construction before his passing… I miss him, all our stories, and all the wisdom he would give to me. As a father of 4, I strive each day to provide words of wisdom to my children… maybe someday, if I’m really lucky, my words will have a similar impact.
He would always tell me… Son..
At the end of the day, when you look in the mirror, the person you see is the person you need to answer to.
If I have 3 jobs out there that I bid on, I’m going to get 1 of them.
Honest and hungry. Essential qualities for anyone to exemplify.
The fact is people buy from people they like.
Sincere Compliments lead to Shared Commonalities, which may lead to more Sales Commissions.
Know your script, but make it your own.
Learn to ride the highs and the lows.
Both will come in varying degrees, it’s inevitable. It’s called Life for a reason. They say it’s meant to be lived.
In a most successful month, I had finished the prior year as #1 in my region out of 25 offices, won a trip to Las Vegas for a week, and pocketed over $18,500. The month after, I made 1 sale for $250.
Life takes you where it wants to… Enjoy the ride.
Make the decision to move forward, an easy one to make
1st Principle of sales: KISS — Keep it simple, stupid
2nd Principle of sales: refer to first rule
Never think of yourself as stupid. Self confidence, staying positive… self-improvement — these are keys to your survival and your sense of self-worth.
There our about a million scenarios that can play out in a sales presentation. Some foreseen, some unforeseen.
You can’t predict what is unpredictable.
You can only approach which as much fire, instinct, knowledge, compassion, willingness to fail and learn from your mistakes, and expect the best outcome you can.
If you make it All about them. Show them HOW what you have will make their life better/easier…and sincerely pay attention to the cues they give and the words they say… you can clearly convey the many benefits of your product/service… make it their idea, so they are sold on the idea, before they buy… and show them a way that makes complete sense for them to comfortably fit in their budget…
Then you are well on your way to having success in sales.
Best endeavors yield best rewards.
Previously published on medium
If you believe in the work we are doing here at The Good Men Project and want a deeper connection with our community, please join us as a Premium Member today.
Premium Members get to view The Good Men Project with NO ADS. Need more info? A complete list of benefits is here.