Would You Buy From You?!
Ever wonder why people buy from you? Most salespeople aren’t conscious of the perception they create. They focus on their presentation, sales technique or product.The truth is selling is all about perception! Think about it.. when was the last time you bought something from someone you just didn’t like???? NEVER! (unless you had no choice & knew you wouldn’t buy from that person again.)No matter what you sell- staffing, copiers, iphones or Mercedes, the very first impression you make to a prospect determines their interest level in buying from you. How confident do you sound? Does the passion for what you are selling come through in your presentation? Are you articulate or are you stammering over big words you aren’t used to using, just to make an impression? Do you stop and really listen to your client’s objections and concerns?
When was the last time you recorded one of your cold calls? How often do you practice your scripts to make sure they are updated and written in a style that matches yours? (what scripts?!) Do you know what your word fills are? What happens to your voice and body language when you get nervous?
The beauty of sales is no matter what you are selling, you have total control in how you deliver your sales presentation because it’s really all about you! You have the ability to look, dress and communicate the way you choose. Not many other professions come with that much autonomy, just think about that!
Before you make that next cold call or client visit, take a look in the mirror. Listen to your own voicemail. Practice your scripts and record them for word fills and confidence level. Do your dress, demeanor and communication style create the perception you want?
Client objections don’t have to rattle you. They are part of the buying process. You can minimize client objections by coming out of the gate strong, confident and passionate.
Just ask yourself, would you buy from you?
This entry was posted
on Thursday, February 7th, 2008 at 3:08 pm and is filed under intervewing, leaders. ROI, listening skills, sales, selling.
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