Just because it’s a claimed fact, it doesn’t make it so. Say it ain’t so joe…. Make sure to do a base line web search for what you believe to be a fact. All facts over time tend to be less factual. Your facts should span your Customer’s future horizon.
Speaking for myself, nearly all decisions I make are backed by an emotional state. It’s a good guess that your Customer’s behave in a similar way when confronted with a decision. Take note of your Customer’s emotional state – good mood, bad mood, not focused, etc. Adjust your conversation to help your Customer focus onContinue reading “Emotional Selling”
Your ego needs to calm down in order to build long lasting business relationships. Continually check on the intent of your conversations with Customers, as it relates to enriching your ego, and focus on Customer’s needs first. You don’t get rich by being right, you get rich by helping others achieve their goals.
Be prepared to describe your value to your market in no more than 20 seconds. That value needs to include your industry, product-benefits, your company and “why me” messaging. The goal is to project a feeling that elicits a positive reaction; a positive reaction is a good indicator that you should solicit a follow up.
Actively listen to your Customer’s needs and concerns. If you speaking doesn’t address them directly refrain from speaking. Keep listening until you have enough to package a deal that puts you in the game. Address objections and listen for ways to improve your deal or challenge your Customer.