Only People Buy! Selling Is A People Business Before going into this next subject I want you to understand and remember this one simple rule; Out of every ten people you come across, two of those people will buy just because you are selling something, Most of these people will cancel because of buyer’s remorse. One of these ten will NOT buy regardless what you are selling and regardless how good you are. This means out of every ten people you see, seven of them are potential, good customers. These are the seven I will be referring to—Let’s get started. What makes a salesperson? A lot of things—but first and foremost the ability to remember one very simple fact. Only people buy! Every sale is an adventure in people understanding. It is a happy adjustment of two personalities. It is a joint adventure of the heart and mind. Behind the door marked “prospect” there is a person. A person with human strengths and weaknesses...human beliefs and prejudices…human hopes and fears. A person who is always looking for something better—and not always finding it. A person who WANTS to be sold! Chew this over for a minute: Did you realize that every time you are admitted into a home, office, or any other place of contact—it is an invitation to sell? This person who has invited you in is an undiscovered country that must be explored. Sometimes we can get a little advance information from other travelers who have been there before us. We can learn, for example, something about his/her likes and dislikes, his/her family, hobbies and interests. But most of the time we have to do our map-making as we go along. Just as the frontiersman knows that he is likely to find plains and rivers, mountains and valleys, sunshine and storm, so we know that in every person we hope to sell we will find certain qualities that are common to decision-making people the world over. • We know that, like ourselves, he/she is anxious to do good by their family and get ahead. • We know that he/she is busy and has no time to waste. • We know that he/she is under constant pressure from many quarters; he/she is a person of some strength of character, or he/she would not be a prospect but merely a suspect. • We know that she/he is almost certainly honest, or he/she would long since have been found out. • We know that he/she probably has a sense of humor, like ourselves. (So a word to the wise; go prepared with a little “clean” humor.) • We know that he/she is intelligent enough to recognize a good thing when he/she sees it. That’s why buyers are born. • We know that he/she is cautious about being taken in. He/she has to be. • We know that he/she is self-respecting, even perhaps a little proud of his/her position and importance in life. (That’s not unusual by all means.) • We know that the chances are he/she is fair. Most people are. • We know that he/she has a temper. Don’t we all? What we don’t know is, just which of all his/her human qualities is dominant. What is the key to his/her character? Is our prospective buyer noticeably friendly? Formal? Hard-boiled? Patient? Humorous? Impulsive? Analytical? Suspicious? Confident? Modest? Personally vain? Key qualities such as these should be spotted at an early stage in the sales process, and the alert salesperson learns to do this quickly. An understanding, right from the start, of the sort of person we have to deal with can make all the difference in the sale. If it’s trout you’re fishing for, use the right fly. Indeed, most top salespeople today are excellent judges of character. They weren’t born that way. It is something they have trained themselves to do and comes only after many trials and errors. There is one other thing that you will find in almost all the salespeople. That is, an abiding faith in human nature. The most successful salespeople go on the assumption that the buyer is fundamentally an honorable and well-meaning human being. No matter how brusque the manner, they are undisturbed. After all, the poor guy/gal may have ulcers, or family problems. He/she may even be trying you out. In any case, a display of bad manners on his/her part is no excuse for throwing overboard the standard of behavior you have set for yourself. A good salesperson never loses his/her poise or his/her temper with a prospective buyer. He/she knows that if he/she continues to look for the good in the other person, he/she will eventually find it. Just find the right wave length—and tune in! That is because—no matter what the appearances—there is a rich storehouse of good in every human being. People, when you get to know them, are generally pretty nice people. And, only people buy! So, In A Nutshell 1. You are not talking to a machine. The prospective buyer you are attempting to sell is very human—with all your own feelings, impulses, and emotions. (Tap into these emotions.) 2. You must always assume that the prospective buyer is basically a good, honest person whose time is just as valuable to them as your time is to you. 3. Usually this person has one or two dominant characteristics. The good salesperson will search these out from the moment he/she first meets the prospective buyer. 4. No matter what your reception, stay calm and try to bring out the good that is in him/her. Most people are likeable when you get to know them. And Remember, Open Their Mouths With Laughter And Cram Wisdom Down Their Throats. Check Your Mental Attitudes Before You Start Your Day… Positive Thinking Pays! How Can You Turn What You’ve Just Read Into A Sale---Today?
Posted on: Wed, 05 Nov 2014 12:05:14 +0000
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