That’s the thought going through the buyer’s mind, whether you’re making the presentation or closing the deal. He’s not asking why he should buy your service or product. He can buy that from anyone. He wants to know what you bring to the table.
You could have acquired that answer on your very first interview with the prospect and saved it to clinch the deal. An effective question for me to ask the client on the first appointment is, “Why am I here?” The customer is so surprised by the straight-forwardness of the question that he’ll blurt out why he’s unhappy with his current vendor, service, or product and then proceed to tell me exactly what he’s looking for in both me and the service.
When we get to crunch time and he asks, “Why should I buy from you?” I repeat back his own words – the answer – he gave me the first day.
Posted in Closing, Objections, Sales, Sales Management, Small Business
- Tagged communications, entrepreneur, listening, marketing, negotiating, networking, presentations, sales interview, sales psychology
Three men you’ll be interviewing are in the waiting room. You get a peek of them through your office door. The man in the center…
- What does his posture tell you?
- What’s his attitude about the pending interview?
- What do you do?
- Known as the splaying position, he is seeking to dominate the environment. He’s trying to take as much territory away from the other two men as possible.
- Splaying at home shows comfort and it’s okay. But on a job interview, where serious matters will be discussed, it’s a sign of indifference and disrespect.
- You have to let him know he can’t disrespect you. You can do it by admonishing him to sit up. But even better, when you silently approach him and invade his territory, he will. If not? Interview over.
Posted in Body Language, Job Interview, Management, Sales, Sales Management, Selling with Your Eyes
- Tagged entrepreneur, listening, marketing, meetings, negotiating, networking, personalities, presentations, sales psychology, Small Business
One of the biggest complaints by business owners and sales managers is that their people never ask for the order. Having lunch with a couple of business owners in New Brunswick, New Jersey, one complained that there had to be some easy way to get his people to ask for the order.
There is. I gave him a 3 x 5 card and told him it was his. Make copies and give it to his salespeople and tell them to give it to the prospect just before getting up to leave the customers’ office. Then let me know if their sales didn’t increase.
He reported that not only did his people close more deals, but they had more fun doing it, and the customers always got a laugh out of it. It added to their expense accounts, but he said the new sales and new business was worth every penny.
What did the card say?
This is from my PDF ebook, Lunch? – 20 Sales Questions I’ve Been Asked Over Lunch, which you can get for FREE by going to my website http://www.FootInTheDoor.com and requesting your copy.
Posted in Books, Closing, Entrepreneur, Sales, Sales Management, Small Business
- Tagged cold calling, communications, goals, management, negotiating, objections, presentations, retail sales, sales psychology
You’ve completed your presentation before your client’s group and you’re taking questions. You notice the marketing director’s chin rests upon her thumb, her index finger points upwards, and she has a slight smile.
- Is she having positive or negative thoughts?
- What does her posture say?
- What should you do?
- Most people think this is a signal of interest. It’s not. She’s having negative or critical thoughts about you or your presentation. Even though she has a smile, the negative gestures outweigh the positives.
- Leaning away from you with her arm in front of her torso completes the cluster of negative signals that should warn you to do something.
- Get her involved immediately. Simply stating, “You seem to have some concerns. Would you mind telling me what you think?” will get her to change her body language and attitude.
Joe Vitale (Buying Trances) says that prospects are often in a trance. “All vendors are the same” is a trance.
Joe said that what the salesperson has to do is move the client from his trance to the salesperson’s trance in three steps.
- Identify his trance. (“All vendors are the same.”)
- Agree with his beliefs to gain rapport. (“Yes, we do seem to look alike.”)
- Lead his belief to your offer. (“But here’s what makes us different.” New trance.)
Practice it with your kids.
“All baseball pitches are the same,” your child says.
“Yes,” you agree, “they certainly all look alike.”
Then show your child the four-seam fastball grip.
“This pitch will appear to rise when it’s not because it’s not dropping as fast as the batter’s brain thinks it should.”
Next, show your two-seam fastball grip.
“What makes this pitch different is it’s slightly slower and causes the baseball to change directions.”
Change people’s trances to change their beliefs.