A lot of entrepreneurs and sales people believe that in order to be successful in sales, the greasy persona of a classic rip-off artist is required.
The real truth is this: the best (most successful) businesses are built around ethical sales conducted with integrity. Find out the essential “how-to” guide to sales with integrity and watch your business (sales and referrals) grow…
When a prospect first meets the sales person, there is a single criteria they will use to make a “make-or-break” decision.
This first, crucial step in the sales process is what determines whether or not a prospect will even allow a sales relationship to develop.
Upon first contact with a sales person, the prospect’s unconscious mind instantly poses this question:
“What will this buying experience be like?”
The answer will determine the prospects immediate behaviour: Enthusiastically engaging with the salesperson, walking away or anywhere in between.
The way the prospect answers this question is entirely determinded by the salesperson’s initial actions.
Examples:
1. A clothing store rep ignores a customer forcing them to look hard and then ask for a specific product. Their rude and inconsiderate answer confirms the negative “buying experience”… and the customer leaves without a purchase.
2. A car sales person appears out of nowhere, exclaiming “I have the exact car for you!“… without ever having met this prospect before. Customer walks.
3. A insurance sales person focuses on rapport building techniques and chit-chat (because they were trained that way) despite the fact that their busy, professional prospect simply wants to get down to business.
The true mastery of effective sales comes down to beginning sales-relationships by creating a confirmation of the positive buying experience to come. By creating an expectation of a quality, enjoyable interaction… the prospect will feel engaged, satisfied and look forward to “the next step”.
Confidence, rapport building and objection handling are all secondary skills necessary only because a salesperson has failed to create an expectation of a positive experience.
What can you do, right from the very beginning, to confirm to all your prospects that your relationship is going to be different, meaningful and rewarding?
