Have you ever said to yourself, “It’s of no use to continue” upon not being able to create the right connection with your prospect?
Often, an excuse will be created as to why the effort to continue will not be worthwhile. And, on occasion, the potential buyer will yell at the salesperson, “Get out of here and don’t ever return!”
Who is at fault and where did the missteps begin in most of these incidents?
On occasion the prospective client will be rude seemingly without reason. But most of the time, and in my opinion, it is the salesperson who is at fault. Major steps that work best were omitted from the sales process turning the entire event upside down.
It all boils down to “perspective”. Buyers and sellers each have a different perspective and therefore a different story to tell. Even if past experiences are similar, the emphasis may differ. Recognizing this early in the conversation will put the process on a solid footing.
As you uncover your prospect’s perspective, their story begins to unfold. Through question and answer, you are able to piece the puzzle together. When previous poor experiences are relayed, you might ask, “How did you feel about it?” or “What do you believe should have been done differently?”
By asking questions related to their perspective, you are able to obtain clearer insight as to your prospect’s thinking. How they value goods and services may differ widely from you or anyone else. The key to your success is to understand your prospects’ priorities for valuing these. Once you gain the knowledge, you will easily be able to present what you have to offer to their interests, their value system and very importantly, their priorities.
But there is more work to be done. As conversation with your prospect develops, take the time to clearly identify who you are in terms of your own priorities and values without getting into conflict. Relay your unique approach to business to establish your personal brand firmly in their mind.
Become adept at authentically matching with their story. Should you detect a major conflict between the two of you, do your best to resolve it. In the case a resolution is unlikely, and, in good conscience you do not believe you should continue, then this would be the best point to excuse yourself.
Long ago, a prospect was so incredibly rude to me on the appointment, I had to pinch myself to remain calm with a smile on my face. However upon reaching my office afterward, I chose to write a note stating, “I withdraw my offer of help as I do not believe we are a good fit”.
When there is a free flow conversation and you feel very comfortable with what is being told to you, then you have a great match and an excellent opportunity for conducting initial business plus developing repeat business and possibly referrals.
By working to blend the stories of all parties, you make it a team effort. In the end, it becomes a win for all because everyone involved feels as if they have gained something new. Creating the combined story will be the winning story and have you headed for the 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.
