Good Morning Masters,
Hat trick, Trifecta & 3fer – what do they all have in
common?
Some people have it; many people don’t. But there are
three attributes we need to develop if we want to master the art of the sale.
They’re the three C’s: Confidence. Conviction. Charisma.
CONFIDENCE: Rejections in sales can be emotionally difficult and
stressful, especially if they accumulate and seem to last for a long stretch.
It's important for us to maintain faith that after every slump eventually comes
a string of victories. We need to keep our confidence up. A few ways we can do
that is:
Develop a strong positive
self-image by seeing ourselves as an expert in the field. See
ourselves as a bearer of good news, a problem solver, and a competent, knowledgeable
expert. Realize that we have information and ideas that will add value for our
customer.
Visualize success. Some of us just need to see it to believe it. We have the ability to see it in our minds eye. Like I’ve said before, our subconscious does not know the difference between imagined and remembered. All it knows is the experience.
Use the customer’s name. There's no sweeter music to the ears for most people than the sound of their own name. Remember that we are all subconsciously conditioned to respond with openness to our name and a question.
Realize and accept that our good ideas can help our customer’s. People are hungry for ideas, and a customer is likely to be interested in an idea that's going to be of benefit to them in some way. Instead of seeing ourselves as selling a product, see ourselves as giving away good ideas.
Visualize success. Some of us just need to see it to believe it. We have the ability to see it in our minds eye. Like I’ve said before, our subconscious does not know the difference between imagined and remembered. All it knows is the experience.
Use the customer’s name. There's no sweeter music to the ears for most people than the sound of their own name. Remember that we are all subconsciously conditioned to respond with openness to our name and a question.
Realize and accept that our good ideas can help our customer’s. People are hungry for ideas, and a customer is likely to be interested in an idea that's going to be of benefit to them in some way. Instead of seeing ourselves as selling a product, see ourselves as giving away good ideas.
Mention benefits.
Always mention how our flooring is going to make them money; save them money;
help save time; or give them more status and recognition.
Feed our mind with positive thoughts. Classic motivator Zig Ziglar once said that being selective about the things that we choose to read, look at, or listen to is a key way to guard against negative thinking. If we change our mind's input, we will change our emotional output.
Feed our mind with positive thoughts. Classic motivator Zig Ziglar once said that being selective about the things that we choose to read, look at, or listen to is a key way to guard against negative thinking. If we change our mind's input, we will change our emotional output.
CONVICTION: We have talked before about the
importance of TRUST in the selling relationship. People
buy from us because they trust us. It's that simple. If they believe us,
they'll not only buy from us, they'll be loyal to us. There are two fundamental elements to
building trust: authority and influence. Authority is built through expertise.
Influence is built by being able to persuasively articulating that expertise.
Have you ever heard a pitch from someone that spoke from such a strong position
of passion and confidence, we automatically believe what they say? That's the power of conviction. That's influence!
CHARISMA: Charisma is the ability to
have people like and connect with us and is
often a trait found in the best sales people. We don't have to be born
charismatic. We can learn some of the elements that will give us sales
charisma. People
with sales charisma are givers not takers. People
with sales charisma are generous. We are generous with our time, our money, and
our attention. When we talk to a person with sales charisma, we feel like we are the only person in the room. We will have their
undivided attention. People with sales charisma know that the most important
part of sales is the relationship. To be more charismatic, we need to be
present with the people we are with. We need to shut off the phone, clear our
mind and focus on the person in front of us. We want that person, especially
our customer’s to know that they are important to us and we are interested in
what they have to say.
Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
720-371-2000
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