Understanding your customer’s needs requires more than just researching their industry. It requires communication skills that allow you to have an open and honest conversation without being perceived as a sales person. Prospects believe that most sales persons are liars and because they believe this they aren’t going to have any problem lying themselves. How can we get to know our prospects if they won’t tell us the truth? The following tips will help you to avoid this challenge altogether by leveraging the characteristics of the non-sales person.
Characteristics of the non-sales person:
- Showing Emotion
Posture like you truly care about what you do, sell like you don’t need the sale and listen like you NEED the answer.
Ask questions with respect to their position and experience. They know more about their company than you do, so have them educate you first. Be their student for a moment so you can apply what you learn to your area of expertise. Merchants will volunteer opportunities for you to stop the sales call and ask an ego question. “How did you handle that?” “Where do you find the time?” “That has to be difficult!” Stroking ego does two things. It complements the recipient and makes them feel as though they are being recognized. Second, it reduces the need people have to talk about themselves and allows you to easily transition to sharing testimonials and stories about you and your successes.
The above all tie-in to this last characteristic of the non-sales person… EMOTION. The best closers know how to have fun at what they do. They’ve mastered the art of enjoying what they do and their energy is infectious. Laugh, smile and have a good time with your prospects before ever asking for a sale. Think of the things in your own life that make you emotionally vulnerable. Sharing these stories in particular will bring out your natural smile and emotions.
Final Thought: Recognize success and success will recognize you.