These days, the street is flooded with consultative sales techniques that seem to work wonders for many salesmen. Yet when we try it for ourself, these same techniques fall flat on the ground. Our audience remain unmoved. I often wonder why this is so.
As sales professionals, we are all exposed to sales techniques that performed miracles for others. But when we use these techniques in the exact same way they were taught, nothing happens. Prospects are still unmoved. I often wonder why this is so.
Years back, I discovered that for selling techniques to work, a strong emotional foundation is required.
The fact is persuasion is simply transference of emotion. Good sales techniques serve to hasten this process. So if your emotions are preventing you from connecting with your clients, you're likely to lose the sale.
The major pillars that keep your emotional foundation strong are:
1. Sincerity
Most folks believe sincerity is the most difficult to acquire. However I beg to differ. The easiest way to exude sincerity in all your business conversations is to build true relationships and sell only stuff you believe in.
Because you believe in what you're selling, you won't have to chant rhetorical sales scripts that evoke feelings of guilt each time you repeat it. You also won’t need to try squeezing out the last drops of faked enthusiasm as you meet your prospects. You’ll have the glow of energy and excitement as you talk about how your product can improve your prospect’s life.
2. Move Away From Emotionally Draining Imaginations
The problem with holding negative events in your mind is they tend to discolor your judgment and suppress your creative ability as you meet with yet another prospect. Heaviness in your heart can also influence your body language and tonality for the worse. This will surely drive your conversation to unimaginable places
Personally, the best way to prevent negative feelings from ruining an otherwise good day is to engage in aerobic activities like jogging or swimming. There are also other means to find relieve and I encourage you to discover them soon.
3. Managing expectations
Every customer expects to receive everything you promised and they surely want you to be on time. If you can't deliver, you’ll have to ararnge an alternative with him so as to meet the expectation he has in his heart.
Whenever you fall short of a customer’s expectation, you put your career at risk. Disgruntled customers soon bring their business to your competitors and often talk about their bad experience with you.
When customers get exactly what they expect in their mind, it becomes much easier to deliver beyond their expectation. A nice gesture (such as an appropriate gift) can take your relationship a lot further. And you'll surely have this customer for life.
With a stable emotional foundation, you can maintain your emotional states during business discussions. And with good emotional states, you can use any sales techniques and they'll work alright for you. This empowers you to persuade your prospects in record time and with less effort, resulting in more sales.
