As you offer your hand for the greeting handshake, whisper through the eyes of your prospect, “I love you Mr and Mrs P.”
Knew this from the most senior sales manager of our organization. I laughed out from my belly when I heard this. Well, knowing him as a notorious in wooing woman, I mean women, I thought it was a joke. He did not bother though to tell the psychology. But he was in fact serious on that advise. I tried it. It worked. How? Here’s my take.
Mind Conditioning. Sales people have been oriented with these – “Persistence beats resistance”, “I’ll Close deals TODAY”, “Never listen to excuses”. Those are all examples of mind setting. Saying ” I Love You” to your prospects on the other hand, has a more relationship-focused essence. You are not setting your brain directly to close a sale yet. You are setting your brain to feel interested to your guest. A sort of a warm up skill booster to achieve oozing enthusiasm to befriend your prospect first. An imperative on your take off towards an emotionally compelling pitch.
Spatial Magic. Trust me. No matter how exquisite the interiors of the presentation room is, those are nothing when you do not feel a romantic vibe with the person across your table. Dictating your mind that you will be exchanging thoughts with an entity you love, reflects a magical fume around your venue. This is still a form of mind setting that passes through from your bearing to the spatial component where your relationship with the prospect will be plotted. And that relationship of course is none other but, the deal!
Congenial Approach. From pre-psychopaths to overly timid buyers, being in sales lets you converse with people on different wrappers with different contents. There are also even times when you idiosyncratically do not like your guest. This is why saying “I Love You” to the prospects as you meet is strategically helpful. The effect of doing so is like a neutralizing dose. It convinces your Limbic up front that you love your client. It sets your senses to always let their good side float and the bad side sink. This extends your patience in toxic clients and halts you from shutting down, saying goodbye to the sale.
Providing the benefits of your offer to your buyers is not just a one night stand. It is not just even a fling until incentives are released. It is rather, marriage-like. A long term relationship as long as they are still using your product which is the symbolic you. They have loved getting your offer because they have loved you primarily. They felt it when you whispered you love them at your first encounter. Yes. selling shall be rooted with love.