Most salespeople are terrible at sales. They believe that the secret to their sales success is hard work, and more hard work. Some believe that learning more closes is the answer. The truth is that the only person in the equation who can truly close your customer, is your customer!
If you are not allowing your customer's own subconscious mind to do your work for you, you are swimming upstream, and you working way too hard!
99.9% of all sales is emotion-based, not logic-based. Your customer is going to make their buying decision based on their inner, intangible, and unseen creation of an emotional connection with the buying experience.
Then, and only then, will they begin to use 'logic'. And their logic will be used to rationalize and support their 'emotionally based' decision to buy.
Most salespeople have absolutely no idea of the true, higher-level concept of connection with their customer, how it is created, and what to do with it. They unknowingly stand in the way of their own sales success by not allowing their customers to close themselves. Is this you?
You must create a "safe-harbor" connection with them. They must not only feel like you are just like them, but that you do 'like' them. Everyone wants to feel appreciated, and no one wants to feel judged.
No comments:
Post a Comment