“It’s your fault if I buy from you or not. One way or another you will influence me!”
Last time I shared my seven reasons for NOT buying from you. Today I share why I WILL.
Get a roomful of salespeople together and ask them to sell the same exact product. Rinse and repeat this exercise, and the results will astound; a handful will achieve sales supremacy consistently. The Law of the Vital Few is always accurate.
Mark my words; the over-achievers would not conduct hard-sales techniques by pushing their will on others through fast talk and calculated scripts. In fact, they politely ended sales calls when they were convinced the shopper was not a fit for the product.
Qualifying works both ways. How many salespeople on your team have the patience and aptitude to work with that mindset? (Answer: study the habits of the top 20% and you’ll know who).
Here are my top seven best ways to increase influence and maximize sales:
You Had Me At Hello
You greeted me like a VIP instantly, and I feel welcomed. You treated me like a best friend, and I felt special. The stage was set for a great relationship, even though you had no idea who I was and if I’d buy. The other person I called made me feel like I had interrupted their day. Thanks for rolling out the welcome mat!
You Took Charge
I called you because I needed help making choices to determine what was best for me. Your expertise, understanding, and confidence was comforting. Presenting the step by step process – like an agenda – was encouraging and just what I needed to hear. You fearlessly put yourself in the leadership position I was desperately seeking.
You Heard Me
Others listened, but you heard. I knew I had your undivided attention. I never had to repeat myself. Respecting my perspectives and brand loyalties was meaningful. Anticipating my trepidations and systematically addressing them made me feel uniquely special.
“I would be gone in a blink if we were not in sync.”
You Were Interesting
You were not a one-dimensional salesperson to me. The stories you shared were relevant and enjoyable. You asked questions that inspired me to share, so I was not a one-dimensional shopper to you. Bringing the product to life versus reading the boring bullet points was refreshing.
“Relational time wins over transactional time!”
You Impressed Me
Despite the extensive online research I did, you knew more. Fancy titles are empty promises, yet you were well qualified! You proved your relevance through words, not years in the business. I welcomed your influence and considered you an authority.
You Provided Good, Better, Best Options
I had no idea that I could trade up and receive certain additional benefits. Some features I needed, some I did not. Walking me through the cost/benefit analysis, based on my needs, was very helpful. Reminding me of what I might miss enabled me to set my expectations. I felt that you had my back in mind, not my wallet.
You Told Me When It Was Time To Buy
Although I was already feeling convinced and confident about the product, hearing you review the step-by-step process that we had just accomplished was the perfect wrap-up. I felt assured that our conversation was thorough and complete. I felt an enormous sense of relief when you gave me permission to proceed. Indeed, you took control and still made me the VIP in the conversation.
Mindset matters. Great salespeople don’t focus on nailing the sale and earning more money. They focus on nailing the needs and earning more trust. The prosperity part is never far beyond.
Stuart Cohen, Chief Motivation Officer at StuartLloydCohen.com
If you can think big, Stuart will help you do big! An accomplished 28-year travel industry executive turned serial solopreneur, Stuart is a creator of brands and an energizing motivational speaker. He motivates & maximizes personal performance in leadership, entrepreneurship, salesmanship & wellness.