How To Be A Simply Irresistible Salesperson!
Ever notice how some people have a certain energy about them that naturally attracts success. What is their magic secret? Who you are personally shows up in your sales approach. It's a big mistake to think that you can fool people when you are not coming for the right place. It's the subtle subconscious clues that you send your prospect that can make or break your sale. Let's face it - People buy from people they trust. People trust people who are like them.
The more you behave like your prospect the more they will trust you. This is the core of relationships. Much research has been done on the determining factors of creating rapport with prospects. It's not what you say that counts, it's how you say it. These are the three components in communication for developing rapport.
Words, Voice qualities and Physiology. These three elements equal 100%. What's your best guess on the breakdown? Your words are only 7% of your communication. Your voice qualities are 38% and your physiology is 55%. That means that what you say is the least significant. How you say it and how your carry your body are the most important factors in your ability to create rapport with your prospect. It's important to speak your prospects language. You already know how to be who you are - it takes an elegant persuader to care enough about the other person to enter their world. Everyone wears different glasses to perceive the world. Your job is to find out what glasses they are wearing and speak to your prospect about your services with their glasses on.
When someone feels like you understand them, their trust level goes up significantly and are more likely to buy. There are three basic types of people Visual, Auditory and Kinesthetic. Identify which one your prospect is and enter their world. Keep in mind in different circumstances people are all three. People tend to favor one more than the others. You use both of your hands, but tend to favor one more than the other. Selling Strategies for the Visual Person Visual people tend to look upwards, speak rapidly and have high levels of energy. They love to look good and will usually dress to perfection. Visual people love visual information. They speak in visual terms and they want you to do likewise.
They love to see the goods, not talk about them. The look of the goods is vitally important in assisting them to make a positive buying decision. Keep this overview in mind as we present you with a picture on how to highlight your presentations to Visuals in a way that is both illuminating and compelling at the same time. Can you see what we are looking for? 1. For a visual prospect, a picture is truly worth a thousand words. Use charts, graphs, photos, and slides. Reinforce your presentation by using the blackboard. Bring videos if you have them. 2. Use visual words to pace their information gathering process.
Develop beautiful pictures through your language. Use phrases in summation and closing like, "Is that clear to you?," "Imagine how this will." or "How does this look to you?" 3. Glance upward occasionally. If you want your customer to imagine something or think visually, you can guide them to access visually. Looking upward will enhance their ability to form lasting mental pictures. 4. Write things down for your visual client throughout the sales call.