|
|||||
|
Are you looking for a way to really impress your prospect? Here’s one of the simplest. Send a handwritten thank you note after your meeting. In the day when technology often makes us feel isolated, a handwritten note helps make or reinforce the connection. This technique is ideally suited to heart-centered, soft sell salespeople. Few things tell your “prospectors” (prospects who are looking to buy a solution to their wants and needs) that you actually care about [...] One of the strongest tools I’ve had in sales is enthusiasm. Enthusiasm sells more than any other skill that I’ve seen. The point is, as the salesperson, “If you don’t care, who else will?” This doesn’t require you to be really outgoing and dynamic in expression. If it’s a natural part of your personality to be energetically expressive, then that’s how you authentically show your enthusiasm. But if you have a more restrained personality, don’t try to act expressively enthusiastic. People will recognize it as fake, which will undermine your credibility. Just be yourself. Show your belief and excitement about your products and services as you would normally and naturally. Subdued enthusiasm is still enthusiasm. When you speak with conviction and confidence, you will be believable. [...] Have you ever noticed how most people want to avoid conflict? Most salespeople are no different. That is why it’s hard to appreciate that objections are gifts. After all, objections tend to come across as either rejections or as pending conflicts. This is why traditional sales trainers teach you to prepare a list of all the objections and strong counters to each one. Then, when someone raises one of the objections, you can quickly and smoothly defeat it. The irony of that approach is that each victory you have over your prospect’s objections sprouts another objection. The key to accepting objections as gifts is to take a heart-centered, soft sell approach: step outside our own person feelings to ask, “Why did this customer bring up this objection in the first place?” Change your viewpoint of sales calls and sales presentations from seeing them as battle where you either win or lose to exercises in developing friendships. [...] It’s ironic that the secret to great success in business lies in service first, rather than focusing on the money. Interestingly, this is a heart-centered, soft sell sales approach. In the past two weeks, I’ve heard several incredibly successful people point out that if you want to really grow your business, you need to serve first, i.e. give something of value with no expectation of return, before you begin to think of selling. Harvey Mackay, six time best selling business book author; Stephen Pierce of Stephen Pierce International; and Bill Walsh of Powerteam International also gave advice related to putting the other person first. So the strangest secret to business success comes down to a heart-centered, soft sell sales approach. Give service first. Provide value. Find out about the other person and her concerns. When you have shown sincere concern and developed trust, then you will find your prospect receptive to talking business. When you connect with others as people instead of wallets, you build relationships that make selling fun, fulfilling and mutually [...] Decades before I heard the term “soft sell,” at a time when I was still floundering at figuring out how to sell in a way that allowed me to sell with integrity, being true to my values, I came across Harvey Mackay’s first book, How to Swim with the Sharks without Being Eaten Alive. I immediately became a fan! I loved the image he came up with because I’d used a similar one. I choose to avoid sales organizations I call shark tanks. I do poorly in companies that believe they need to create a feeding frenzy within their sales pool. Yet I swim in the same ocean. So I chose the orca as my totem because I see orcas as having fun, being social creatures, and being fearless when they need to attack sharks. Again, Harvey Mackay has impressed me with his soft sell approach, this time with promoting his newest bestselling book, Use Your Head to Get Your Foot in the Door: Job Search Secrets No One Else Will Tell You. On his thank you page for opting into his mailing list, Mackay speaks to you on another video. “If you decide you don’t want to invest in yourself and the book, that’s okay.” This is an outstanding example of soft sell sales and marketing. [...] Some days you get pleasant surprises. This past week that happened to Dorothy and me. We attended a two day seminar to learn about how to invest in any market, i.e. whether the stock market goes up, down or sideways. It was put on by Wealth Magazine and Investools Investor Education, TD Ameritrade companies. While we learned a lot at this seminar, the most significant part for me was that I got to witness a presentation by a heart-centered, soft sell seminar company firsthand – they do exist! Our presenters were dynamic and informative while using every opportunity to make sure we understood the value of continued education. In other words, they were selling their additional investor education courses. Where they impressed us most was that they demonstrated a soft approach to promoting their seminars. In our previous experience, a major real estate investor’s training company put us through a hard sell for three days. Participants were intimidated into meeting with their salespeople. They even told us how to apply for additional credit cards so that we could take their classes. The difference between hard sell and soft sell lies in your priorities. When your primary consideration is your commission and profits, you are operating from a hard sell mentality. When your primary consideration is considering your prospects’ best interests and then, when it is right for them, helping them buy, you are demonstrating a soft sell [...] I’ve had a dream of speaking about love in sales for a couple of years now, but frankly the topic scares me a little. I mean we’ve seen Presidents of the United States and U.S. Congressmen brought to task for love in the workplace. Most recently the golf icon, Tiger Woods felt compelled to apologize for love outside his home. So while I whole heartedly believe in the importance of love in sales, it’s not that kind of love. The problem with English is that many words like love had radically different meanings. In Latin, amor relates to a more physical or sexual love while caritas is the root for our English word charity and so ties in to spiritual love or an unselfish love for others. So when I talk about love in sales, I mean that heart-centered, soft sell sales and marketing requires a base of caring for others enough to put their interests ahead of your personal gain long enough to find out what they need and want, what their problems and desires are, what they expect the outcome to be. Provided you can help them, then you do so. This kind of love is related to the expression often associated with the Hippocratic Oath, “First, do no harm.” [...] I had forgotten that people may interpret soft sell sales as an effort to succeed simply on the power of one’s great personality. Jim Sniechowski in his recent blog post, Soft Sell Marketing Misconceptions – A Dime a Dozen, mentioned misconceptions about soft sell. Among these is the flaw in thinking that soft sell sales is about personality. This false image produces the erroneous idea that soft sell salespeople are limited to sales to prospects who already know they wanted to buy that product or service. I can appreciate how someone might think that soft sell means personality. Unfortunately, regardless of your approach, whether traditional, hard sell or the rising in popularity heart-centered, soft sell one, sales success takes proactive work. True heart-centered, soft sell sales success has little or nothing to do with having a likable personality. [...] |
 Follow Me On Twitter |
||||
|
Copyright © 2010 Help Customers Buy - All Rights Reserved 
|
|||||
Recent Comments