Today I would like to talk about something very commonplace in our great industry, the “I’ve arrived!” syndrome. It is incredible that when new sales persons enter our industry it is almost without fail that when they accumulate some product knowledge and start to make sales they all of a sudden hit that brick wall and they don’t understand why, but all of a sudden they can’t make a sale.

Relax, it’s normal. What happens is that when they start making the sales they forget what helped them get the sales to begin with and they think they have it! They also stop doing all the right things they were doing.

Selling is a combination of never-ending education and never-ending good work habits. So the new salesperson thinks they have all the knowledge necessary, and at the same time stops working as hard as they once did because they’re good! Stop it. Unless you can sell everyone that approaches you, there are many mountains still to climb.

The art of a true Professional Salesperson is the ability to keep his/her axe sharp by constantly learning, regardless of how good he or she perceives themselves. Most importantly, you need to constantly develop good work habits so you can capitalize on your increased skill level. I have seen many people fall into self induced slumps because after a sale they relax and get careless in their presentation and decide after the sale they deserve some time off. Gosh, they can make a sale anytime they want to. They don’t need to work that hard.

When you finish a sale, that is the time to apply yourself even more and eventually, regardless of your results, you will learn to always work consistently hard and you will always be striving to learn something new that will enhance your chances with the next prospect. You will be learning one of the hardest lessons in sales, work habits!

If you are one of the few that take your profession seriously, you are definitely headed in the right direction. Keep it up and the future will be yours!

“The Specialist”

Are Children Good Closers?

Today “The Specialist” Spotlight is on the best Master Closers you will ever encounter. Your children! Thats right, your children, they are naturals. Children have the ability to attach the emotional needs of their wants directly to their prospects…their parents!

I personally know two little girls that convinced their father, who dislikes cats intensely, to buy not one but two cats at the same time! By the way, I was the prospect that bought the two cats! Another young lady wanted a new car and explained to her parents that since she was attending an out of state college she was sure her parents wouldn’t want her walking the streets in a strange town. Incredible! Talk about knowing your prospect and attaching emotion to the sale! That is truly a work of art.

Here is an example that I read about that was really a stretch, but worked! A young boy convinced his parents that by buying him that new video game he would be a lot safer than hanging out at game rooms where there were bad influences and maybe trouble. What a close. If you do not have any children go baby-sit your sisters or brothers children and watch them very closely and marvel at their expertise. Their parents already know! I guarantee it!

“The Specialist”

The Surprise Close

You see, most people are taught to do everything to close the person right on the spot. Never let them leave without closing them. I completely disagree with that philosophy. If you do statistical research on this you will find long term two things happen with this philosophy. First, the rate of cancellations are much much higher. Secondly, the amount of charge backs increase dramatically. I have never used a close in my entire career other than an assumptive close, or automatic close.

I have never had a problem letting the consumer digest everything and letting them think it over. In fact I have found that it is so unusual to approach the consumer that way that it has the same effect as reverse psychology. The customer is just not expecting that and consequently they appreciate you, your product, and your company that much more. I have legions of people that I have trained and they are amazed how it works.

Remember, opposites attract, and when you do the opposite what the consumer is expecting, they are attracted to you and your product much more. That is why I call it the “Surprise Close”. Not only is the consumer surprised, but the salesperson trying it for the 1st time is also surprised! Try it, ease up on the pressure and back off. Watch how fast they come back. Also remember, if the client cancels or doesn’t end up paying for the product, were they really closed?

Bonding with the Little People

As usual I was talking with a salesperson today and they were explaining to me how they went into this business and got past the girl at the desk and managed to speak with the “decision maker”. This particular salesperson proceeded to go to great lengths to bond with this owner of the business assuming that the sale was imminent.

Well, a funny thing happened along the way. After the salesperson got done with the presentation the alleged decision maker pointed to the girl at the front desk and informed the salesperson that whatever the girl out front decided was fine with him, but he leaves it all up to her. What a shocker!! The salesperson went up front to speak to the young lady only to find out that she was really cold to his idea. You see, the error that the salesperson made was that along the way to the decision maker he has to win over everyone in his path and semi-close all of them into liking him. The salesperson completely missed this point and is now trying to figure out a way to get back into her good graces.

When I am prospecting or going to give a presentation everyone around the person I am trying to sell becomes my new best friend. I leave no stone unturned. Just imagine, if on the way into see the alleged “decision maker” I had made that young lady feel good about herself and took an extra second to make her feel important. I assure you the results would have been completely different. When you think people are insignificant or irrelevant to the sale, that is when you should stop and go out of your way to go the extra mile. Not only will they feel better, even if they don’t effect the sale directly, you never know what they will say about you behind your back after you leave. The extra bonus is if you make this a daily habit you will feel terrific about yourself!

Silence is Golden

Too often in sales you will see the young and experienced sales person talk themselves OUT OF THE SALE!

The reason being is that when you are finished with your presentation you have to STOP talking and give the prospect time to digest what you have said. The sales persons that continue talking more times than not talk themselves out of the deal. When I am done with my presentation or just done with everything I had to say, it’s time to relax and see if what you said registered.

It is amazing to watch a true professional finish his presentation and just kick back and watch the prospect talk himself or herself into the sale. The worst that can happen if you button up is that the prospect may start to say something negative and you have plenty of time to counter with positive reinforcement. On the other hand if you don’t stop talking the prospect never gets to air his or her views and you might just miss the KEY to the sale.

Sometimes I have sat for a full 2 to 3 minutes without saying a word. Is it unnerving? YOU BET! Is it effective? YOU BET!

Just remember, when you get to that critical part of the sale, “An Ounce Of Silence Is Worth A Pound Of Explanation”! Just a passing thought. I have run into several people that read this blog religiously and they continue to amaze me. When they are introduced to me they tell me almost with disbelief that the things in the blog that they have used actually WORK! Imagine that!