How to sell: many times salespeople forget that they have a few things to do on their sales call and appointments. There could be a whole huge checklist of persuasive selling techniques to help influence others to their way of thinking to make more sales.
Sometimes the seriousness in the sales appointment makes the call in itself unbearable and lead to potetnial clients saying “no” or “I wanna think about it”. Making sure that the potential client or the people that are receiving your sales orientation or sales presentation are having a good time actually gives you a larger chance of closing the sale.
Just think back for a moment the last time that you have to buy a large ticket item and where you did not want to?
- · Where you stressed out about it?
- · Did you really want to purchase the item?
- · Did the thought of sitting through a long appointment appeal to you in any way?
- · Was it tough to choose brand or manufacturer?
- · Did you want to have to worry if some salesperson was going to be called in to close on you, or even worse yet that they were going to be boring?
None of the previous specified items above sound like any fun, in fact many times potential clients or buyers will put off decisions just because they are scared about all of those reasons and then some. Those items could fall somewhere between going to the DMV or getting a root canal.
Your new sales job if you choose to accept it is to make sure that the person or the people that you sit with have a good time and you make the appointment or the call as easy as possible for them.
Yes this sounds ridiculously easy, and yes it may be more work than it sounds like. When you go to those big adventure fun parks where a 16 oz. soda is 8 bucks, do you flinch or do you just say it’s part of the fun?
If it’s part of the fun, spending money is not only easy but it is fast.
Most people know that when they buy something it is going to cost them more than what they thought, they just dread the long boring presentation or sales overview and want it to end. This quick appointment is what leads them to go with your cheaper competitor because their attention span is short. Ok well that isn’t the only reason that they go with price alone, but that is for another day.
Getting the potential clients to laugh or have a good time with you does do some work in changing their emotional or physical state. It has been said that happy people are more optimistic and easier to sell and that is because they are not thinking of all of the bad things in fact they are thinking about all of the good things or how you remind them of a friend or relative. If you find yourself in this boat you can only lose the sale by being dumb. If they compare you to someone that they like you might as well be that person to them and they will just hand over money to you.
Persuasive sales abilities or techniques do not always include memorizing questions or stories sometimes they are as simple as making someone laugh.
There is a dark side or dangerous aspect of having some humor in a sales call and that is:
- · Not all humor translates well to others
- · Stay away from topics that could get you in trouble
- · If you are too goofy the person or people will not trust you no matter how persuasive that you are, your will lose the abiltiy to persuade
Just remember that influencing others does take some time and effort. Learning how other people think is a good ability to have along with being able to make people laugh when appropriate. Sales failure comes from you as a persuader or influencer not knowing the keys to get into someone’s mind and not having them say “I wanna think about it”.
As always I would like to thank you in advance for your questions and your comments.
Now go implement!
Scott Sylvan Bell
Photo Credit: Woman Covers Mouth With Hand by Ambro, Ferris Wheel Night by Photography by BJWOK