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Author: Shamus Brown Article source: http://sales-tips.industrialego.com/. Used with author's permission.
Prospect - "So now that I've told you what we are looking for, do you think that you can help us with this?"
You - "Absolutely!"
(or)
You - "Definitely!"
(or)
You - "You have come to the right place Mr. Prospect"
Answering questions about your capabilities with enthusiastic affirmative responses makes you sound just like a salesperson.
And in so doing, you impact your ability to close the sale, and your reputation.
Why? Because normal people don't talk like this in normal conversations. People are more likely to trust you, when you come across as a regular person.
A regular person would answer the query with a simple "Sure." or, "I think we might be able to."
This sort of enthusiasm demonstrated above, puts you in the position of "chasing" the prospect. How so? Your enthusiasm level is higher than theirs is. This kind of confidence is not "catching". Rather, it repels prospects. People are experienced and wary buyers today. They know when they are being sold. And they know that when the enthusiasm comes out, they are about to be sold. And the defenses are fortified accordingly.
So what should you do instead?
Well, I think that... um... you might act... uhh... a little unsure.
Huh? I thought that the name of this newsletter was "EGOPOWER"! Why would I want to look weak and unsure in front of my prospect?
When you act unsure of your response, you let the prospect feel as if she is in control. When the prospect feels that she is in control, then the defenses come down. Now you have the opportunity to ask more questions:
- Questions that uncover problems...
- Questions that expose the consequences of not buying...
- Questions that establish why it is important for the prospect to do something now.
Get the customer to talk about these things, and the customer will sell herself.
I never want to be told that I sound just like a salesperson. Do you?
© 1999-2004 Shamus Brown, All Rights Reserved. Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/
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