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How to avoid your prospects putting up a ‘wall’ towards what you are selling. If you are a salesperson, read up!

I see a lot of direct sales people, multi-level marketers, and insurance agents did this classic move that will affect their sales results most of the time – Give too much information too soon.

Now of course you need to be giving lots of information in order to educate, convince, and SELL your products to your prospects. But that doesn’t mean your prospects need to know ALL the information and listen to you talk only about how great your products and services are.

What they want to know is HOW YOU AND YOUR PRODUCTS CAN BENEFIT THEM AND MAKE THEIR LIVES BETTER. Period!

But how can you convey this message in a way that doesn’t put people off and make them shut their doors of interest?

I am going to reveal a few of my insider blueprints of getting people to open up their hearts and mind, trigger their desire to WANT to know what is it that you have to offer. I have taught and helped many sales professionals apply the techniques to improve and skyrocket their closing ratio, which I have been using all these years as a ‘zero knowledge’ in sales and marketing young ‘boy’ to a high achieving sales entrepreneur in the insurance industry hitting the top tier incentives year after year.

Here it goes…

 

  1. You need to win their hearts first

You can sell nothing to no one if you are not likeable. Likeable doesn’t mean you need to please and always be agreeing to what others say. Likability is an art form. Its in between having the confidence to know where you stand and at the same time knowing how to relate to others.

If you are able to relate to others in an emotional level, you have won the game of them having a great first impression about you. Tips to win your prospect’s heart :

a) Be curious about them – Make them feel special by seeking to learn and know more about them than just asking questions like what do you do and where you’re from. Go deeper. There’s a saying : ‘seek to understand first before you seek to be understood.

b) Compliment from your heart – A lot of times, you can tell when a compliment is fake and insincere, especially when you are affiliated to a group or organizations where some members of that group suddenly complimented you on something, with the following topic that leads to a favor he or she is trying to get you to agree on. Or when you complimented someone’s T-shirt for looking nice on them. People can tell if you are really complimenting them from the heart or not.

c) Be present – This sounds simple but are you really 100% present when you engage with your prospect or a new friend? Do you occasionally check your phone in the middle of a conversation? Do you stray your eyes across the room whenever someone is passing by? These are little details of body language people can subconsciously tell when you are totally present or not.

 

2. Ask relevant questions

Most of the time, you get restrictions, walls of disinterest expressed from your prospects the moment you start talking about your products is because you didn’t ask the RIGHT questions that hits their problem. EVERYONE have a problem they are trying to solve. ANYTHING. Whether what you are selling fits their need or not is a different thing.

For you to ask the RIGHT questions accurately that hits their pain or problems, you need to be doing enough of the rapport and win enough of their hearts first. If they don’t express, you will depress. Why? Because you don’t know what they are THINKING! Period! You cannot take out an AK47 machine gun and simply open fire. You will hit the wrong people that will cause you a lot. In this case, time, money, and energy. Tips to ask to right questions : What are they currently working on? Who matters to them? What are their challenges at the moment? What are they trying to solve? What are their goals? These are the questions you need to be asking in your own words so you can tie what you promote to them.

 

3. Never reveal your company name first.

People might not like the company because of a previous experience or have heard from someone telling them the negative aspects of the company. But what if you and the prospect can get along well? What if he or she likes you and want to support what you do? However, because you have distributed your name card first and that FIRST impression your prospects have is a negative emotion. It is 10 times harder to influence someone’s negative impression to a positive one. It takes more effort. So why not win their hearts first, secure their attention and get them like you first instead? When their emotional state is in a constant flow, its hard to break the inertia. So even though they dislike the company you are representing, at least you have created a great first impression for them towards you. That emotion will be more powerful than the second emotion they will feel for disliking the company.

 

 

4.Get them to have small agreements often.

Psychology experts tells us that if people are agreeable towards you and your questions, they have a higher tendency to say yes to your subsequent offers. So make sure you get lots of small ‘yeses’ in between your conversation that will lead them to say yes to your offer to present your products and offers. In fact, people don’t like to say no. It is harder for people to say no than yes. Because people generally don’t want to offend others. So take this advantage to master your communication skill to secure more deals and close that sale.

With that, i wish you the best in making that sale and getting that business contract!

P/s: If you find my post helpful and beneficial, help me to help more people by sharing it.

 

Your Real Marketing Results for Real Success,

Edgar.

 

 

About the Author Edgar Pong

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