Are you okay?
Answering the question asked of me while on an appointment, I smiled.
First let me describe the scenario. The person with whom I was meeting, “Giselle”, is of very high energy. And here I was at the table, hanging onto every word she said and responding in a friendly, laid-back style asking questions of her regarding her thoughts. Halfway through the meeting, Giselle asked if I were ill, because my style is so atypical of all the other salespeople she knows including herself.
I proudly said, my unique style is what built my personal brand and made me successful. Everyone I encountered at Fortune 100 companies and small ones alike, with great enthusiasm, called me “a breath of fresh air!” Some even took it upon themselves to mentor me on how to work with the executives to obtain a decision in my favor.
Rather than regurgitating everything I had to sell, I would lead with questions to find out first why I was invited in to determine where their interest was in order to begin the selling process. This started the conversation off on a peer-to-peer level and developed into a heart-based conversation. Over time, I got to know about their families, hobbies along with personal insights.
It was evident Giselle was completely surprised by my response. Instead of her pushing back to have me retreat on my ideas for her company, I provided an entirely new perspective. Her objection actually opened the door for me to then indicate how my approach would greatly increase her team’s production. She then admitted theirs isn’t stellar and they all need help including management.
My mantra is to welcome objections! They are merely requests for more information. Once you have clarified any misunderstanding, you are home free to move forward with the sales process. The laid back approach of asking meaningful questions opens further doors. Taking your time to fully understand everything on your prospect’s mind will gradually build your sale larger than originally anticipated.
The sales mantra is, People buy from people they know, like and trust. When you rush the process, none of this is possible to establish. But behaving as a friend, trying to understand what they want, need, and desire will build the trust better than any advanced sales technique you might learn. This is true whether you are speaking to the receptionist or the CEO. It is the personal relationship that matters most and will earn you the sale.
Listening to and watching how I responded, Giselle found herself nodding in agreement. At the end of the meeting, I suggested she consult with the other executives on her team to discuss the ideas I proposed, how they view my ideas and to develop alternatives. By keeping an open conversation, we just might develop the perfect program for the company to enhance their sales.
The conversation was ended by my asking permission to follow up in two weeks providing extra time for her hectic schedule. Giselle agreed that would be an excellent idea.
Incorporating these practices will put you on the wave of the Smooth Sale!
Author:
Elinor Stutz, CEO of Smooth Sale, (800) 704-1499; just released “INSPIRED Business A New View for Building Business and Communities”. Other titles: “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, and “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews. Elinor was designated as a “Top 25 Sales Influencer for 2012.”
