As a new Businessowner or newly appointed Sales Manager, you may have plenty jitters when asking a potential client for the sale. To the back of your mind you may see those old movie stereotypes of the untrustworthy car salesman haggling his potential customer for a sale. Ditch the stereotype and read on!
There is an easier way to be authentic at sales; listen to this audio clip first and see the noteworthy tips that follow. The clip mentions what I have learnt in my journey; be willing to share about yourself and show empathy.
Being You
You can share something with your potential client so that you appear more vulnerable. What do I mean? We are all human and we have stories of our journeys. How about sharing yours. For example, taking the time to share how and why you transitioned from a corporate job to your very own business. And what values you have that are central to who you are and how you lead your very own business.
Showing Empathy
This might be a tough one but forget about the contract and money derived from the sale and focus on the potential client. Fully concentrate on what the potential client is saying to you. Learn to read cues and ask those probing questions. In the audio I mentioned that after the key decision maker passed away suddenly, I was still able to close the sale at a critical juncture. It meant being very sensitive, understanding the sudden chaos for the organization but re-iterating the deceased’s vision of what success looked like. And guiding each step of the way on this large project.
Still struggling with this? Drop us a line via [email protected] or check out our upcoming workshops that will help you further.