Home | Business
We are all born knowing how to fall in love. Selling is actually making the customer fall in love with your product or service. You see, selling is like romance and you already know how to fall in love and how to succeed on dates. What Makes Your Customer Tick - Many romantic situation start with a long, casual dinner. That's because most of us need to talk before we proceed to love making. Over a casual dinner, you ask questions, find out likes and dislikes, get to know what makes them tick. This is the first step. Take your time getting to know your customer in a relaxed way that they appreciate. Just as on dates, people love to talk about themselves, in sales by listening, encouraging more talk and showing a sincere interest in your customers and their needs, they begin to warm up to you and to think you are not like the rest of the people they have been with in the past. Take your time and use extenders to encourage more communication. Watch for body language and eye contact can help customers open up and how asking "why" will reveal emotions other questions just cannot reveal. They will feel you are "like them" and "genuinely interested". You will feel good that you are actually helping clients and not just doing a quick dance to get your way. Both parties win and that is the basis of passion and romance. Revealing Your Product Or Service Wrapped In Emotions - Most sales training talks about "presenting your product". Wow! Imagine if you just unzipped and "presented your product" on a date. I am thinking that approach is a bit abrupt and it doesn't work well in sales either. This is where people trained with traditional sales training begin to loose the customer. The reason is the same as the reason on dates. In dating situations, things don't generaly go well if one person talks about themslves and is not listening. The same is true in sales. Continue to ask questions and show interest in the customer as you blend in benefits about your company and product or service. This blend of more interest, tie ins to your benefits and asking if they agree is a winning conversation that keeps them warming to you. By this stage, customers of sales people using traditional sales training methods are checking their watch and wishing their cell phone would rind so they can end the torment of the conversation. Asking For Commitment In Stages - One of the most delicate parts of romantic situation is the ability to know just when to ask for small commitments so that there are no awkward moments when you have gone too far or no feeling on the part of your love interest that you are not going fast enough. In romantic situations, this is done through taking very small steps and watching the reaction of your loved one. It could involve (for women) tossing your hair as you laugh, it could be (for a man) taking her hand. As in romance, in sales situations there are many unspoken small commitments you use in to gently move your customer to the next level of attachment. Be sure to use all their senses no matter what you sell and how to show proof for your claims. After all, in romance as in sales, talk is cheap and offering proof of what you say will allow your customers to give you trust mere talking can never achieve. Taking It To The Next Level - As you continue to warm your customer to yourself and your product or service through sincere interest, questions and good conversation, there comes a time when we need to ask for a commitment. We need to "move to the next level." Your customer wants to be treated delicately at this stage but how if they trust you and they feel you have their best interests at heart, they actually want you to gently lead them to the next step. Your customer need what you have to offer. Is this soft sell? Maybe. But it is very effective just as gentle lovers are the most effective, so gentle sellers get what will help both parties more often than pushers. Unlike romance, in sales happy customers will refer you to associates because they respoct the srevice you have provided. There you have a brief summary of our approach to sales. We know that if you try it you will sell more and enjoy doing it too.
Article Source: http://www.articletap.com
If you are lookingf for an entertaining, unique and effective approach to sales training that works, get a free e-book on the subject at www.sellingislikesex.com More than 4,000 companies use sales training by Carl Davidson and it will work for you too.
Please Rate this Article
5 out of 54 out of 53 out of 52 out of 51 out of 5
Not yet Rated
