I think too many times we get caught up in the latest jedi sales techniques. Don’t get me wrong there is time and place for that stuff but they never replace GIVING and GENUINELY caring about your prospects. Remember people don’t care about how much you know until they know how much you care.
When it comes to sales there are three factors that I think makes up 95% of the success. This is assuming you have the right product and offer in front of them. (You can’t sell a Hyundai for a $100K no matter what you do, I’m sorry ;)
Without further ado, here they are
Enthusiasm: If you’re in the business of sale and yes you are in the business of sale my friends then you need to have good energy and enthusiasm. A sales person without enthusiasm is just a cashier. To have enthusiasm you need to believe what you’re selling. It’s hard to get enthusiastic when you’re selling junk. Make sure you’re using what you’re selling. In my case I have one of my personal trainers train me everyday in the gym.
Rapport: Make sure you establish great rapport with the prospect. PLEASE don’t be robotic and memorize some generic sales DVD that promises you close 90% of your clients. Sure you can get some ideas but add your own twist and flavor to it. One thing I try to do with prospects is to quickly establish common ground. Your prospects relate to you much better when they have something in common with you. For example you like the same football team or your kids go to the same school.
Time: Take your time with your prospect, spend as much time as you need. Please don’t rush them even if you know they are not going to buy. Treat everyone like they are going to be your BEST clients. Treat people relationally and not transactionally. You never know they might have family or friends that are interested or they might just come back on day when they are ready.