The moment friends asked us to play a particular card game, I knew I was going to win. Understand, the game is half strategy and half luck. There was no doubt in my mind I would win and I did. And this relates directly to my favorite sales strategy – knowing that you are skilled and lucky, therefore the sale will be made!
Now this may sound ridiculous to you as you think about your own competition. They offer better service or improved packages over your own so you wonder how can you compete or even begin to feel lucky?
To change your mindset takes work and time, but when you make the shift, you will be amazed at the ease that comes in making sales. Your clientele can hear in your voice and see in your face the high energy concerning what you have to sell. In other words, the excitement shines through serving to increase their curiosity. So when you behave as if you are lucky and you are going to get the sale, you encourage your clientele to get on the bandwagon.
Of course preparation and careful strategy need to be put into play too. Are systems in place should include upfront research about your intended client, preliminary understanding of problems they may be encountering and a willingness to listen to what is being said and what is left out of the conversation to uncover all possibility.
Note: Most people are too anxious to make any sale to take the time to delve deeply into circumstances that may affect the obvious problem. It is the listening and playing detective to uncover what is not being said that will increase the frequency and size of your sales.
As you meet with people emphasize the unique you. Research into how your competitors conduct business regarding both the services offered and how those services are delivered. Never bad mouth the competition but recognize where your strengths are and why they should be appreciated.
Practice communicating in a friendly tone how you help your clientele with emphasis on solving problems your clients’ problems. Have a meaningful conversation where the human connection is felt. Should there be a good match between the two of you, your prospective client will receive the concern and return the appreciation.
The sales motto is, “people buy from people they know, like and trust”. Allowing others to get to know you well on a personal level in terms of finding commonality with them plus the professional persona will guide them to the sale. When you feel lucky and pay attention to details, your presentation comes across as more professional. This builds your personal brand best. Done well the testimonials and referrals will pour forth. The combination puts you at the top of the sales scoreboard.
Even better, a larger clientele will want you on their team too as they know from word of mouth they can count on you. This leads you to the very Smooth Sale!
Author:
Elinor Stutz, CEO of Smooth Sale, LLC, (800) 704-1499, was honored by Open View Labs with inclusion in their international list of “Top 25 Sales Influencers for 2012.” Elinor authored the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, Sourcebooks and the best selling career book, “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews”, Career Press. Elinor provides inspirational keynotes for conferences and is available for consultation.
