38. Why should you be impressed rather than try to impress?
How would you like to have everyone you meet be super impressed with you? How would you like to have your customers tell everyone they know that you are the smartest sales person they have ever dealt with?
I am going to show you how and if you try it you will be amazed at the results. You don't have to wait until your next sales call - you can try it right now.
Go and tell your spouse, partner, coworker, neighbor, or the next person you see, that you are impressed with something they are doing.
If there is nothing obvious to be impressed about look for something. Be sincere about it. Watch their reaction. They will think you are the smartest person they know. Why? Because you are smart enough to be impressed with something they are doing.
Now try it on one of your customers. Once your customer knows that he or she sincerely impresses you, they will know you are one of the smartest sales people that ever called on them.
The first law of selling to another business is to realize that there are no such things as companies, only people. You don’t sell your products to some inanimate organization that makes rational decisions based on logical data. You sell to a human, emotional, somewhat irrational person who makes the decision based on issues of ego, personality and irrationality.
With this in mind you have to use the same basic principle you use to win anyone over to your way of thinking. The person you are selling to has to like you. They must believe that you know what you are talking about before they will listen to anything you have to say.
The best way to impress your customer is to let them know, in a sincere way, that you think he or she is really something. Tell them what great work they do or what an interesting business they have.
Find something you have in common. People like people who are like them. And people believe and trust people they like.
Try to discover attitudes, likes, dislikes, family backgrounds, experiences, personality virtues or quirks, careers, goals, or values that you have in common with your customers; then emphasize them.
People reason that if you’re like them in some ways, you’re probably like them in other ways. Therefore, they begin to transfer trust as friend to friend.
And they will buy from you.
Comments:
I actually tried this tactic on Jenn here in the office right after I read it and sure enough it really works! I will be using this a lot more.
Tessa Matthews
All things in moderation; the key is sincerity and having an understanding of the subject! I have 3 Words that will help you with this: Research, Research and you got it more Research. You need to know the Company, their Product (or service) and the Decision Maker you are talking with. You are NOT going to spout information to the client. Your goal is to find content to complement your client on!!!!! NOTE: a great place to find information if the company is publicly traded is in their annual reports. This will list the company’s vision, notes from the CEO, history and where they are looking to take the Company. They will be impressed in two ways. The 1st is you recognized how wonderful and smart THEY are and you did your homework.
Use it!
Teresa Cloninger
In my position with our company, I work with restaurant owners. I let the customer know right away I owned 3 restaurants of my own. I get 'excited' when I notice what my customers are doing "right'. No one tells a restaurant owner they are doing a great job. Customers will not tell a restaurant owner that the restaurant is exceptionally clean or decorated. They come to expect perfection.
We are in the business of details. It is these details that I note and tell the customer within minutes of our meeting. I do this with every visit. I notice right away the customers focus, from exceptionally clean restaurant, great menus to signage. If I notice the outside of the restaurant neat, clean and organized, I might even point this out during our handshake.
It is noticing and noting these details that's puts the customer at ease ....to say nothing about his/her ego...
Roland DeGregorio
"You don’t sell your products to some huge organization that makes rational decisions based on logical data and facts. You sell to a human, emotional, somewhat irrational person who makes the decision based on issues of ego, personality and irrationality."