Tag: product

How saying I LOVE YOU to your prospect leads to a Sale

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, even that kind of relationship – SELLING, shall be rooted with love.

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.

 

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HOW TO: Negotiate the Price with Tactful Pride

When you’re done conveying how your offer helps your prospect, it’s always been part of the selling process to let your prospect appreciate the corresponding value of the solution you are proposing.

imageNegotiation has always been a very exciting phase of the sale. Pride for the tagged price while negotiating on the other hand, makes it a sizzling phase. Most of the sales people just negotiate. On how to negotiate the price with tactful pride, these what closers do.

1. BEARING AND WORDS. Pride is reflective on how we bear self as we discuss the price. Facial expression, gestures, motion, voice dynamics these all affects your presence and determines your confidence. Just be vigilant on the difference between being arrogant and intimidating to being confident that the offer is justly tagged to the benefits it provides to any interested guest.

Filtering words that sound not being pushy makes it coherent to being proud of what you’re offering. Play with communication elements that sound like you are pulling them away from the Rubicon of enjoying the benefits of the purchase.

2. MY OFFER IS REASONABLY PRICED. Values of any offered product or service is regulated directly or indirectly, either with an assigned authority or benchmark among competitors. Thus, there’s no such thing as over priced or under priced. It is then be reinforced with haggling skills that let prospect realize that your offer is priced just rightful as the urgent ease it gives to their discomfort. Reasonability lies on how buyers equate the tag to the personal essence of the bag.

3. MY OFFER IS THE BEST OF ITS KIND AMONG EXISTING IN THE MARKET. There is no other offer with an identical feature that gives you same or even lower cost. It will either be lower cost for a lower quality or higher cost for a higher quality. This is the only offer that comes with higher quality in a just cost. Elaborate the selling point of the product specific to the prospect in order to justify the “higher quality”. Intensify such “higher quality” versus any other offer from any other agent by spicing it up with your personal elements like you being credible, an expert to the product or you being an advocate for post sales services.

4. TAKE AWAY. Let them feel what they are missing out after tactfully presenting how your offer improves their aspirations. Play hard to get and appear like you have since accepted that not all you have offered with this price really could afford and avail it. It’s an exclusive deal. The offer doesn’t fit for all.

5. SAY “NO”. When the prospect haggles so low from your offer, though you have let them realize how worthy the value, learn to say No. Let them feel the fear of loosing your generous offer.

Discount (lowering the price) never exists to deteriorate the appraisal of your offer. It exists to let the prospect feel relieved from a too high preconditioned price rooted from an appreciation of a too beneficial solution of their urgent felt need.

Learning what your product could benefit to your prospect is a an elementary responsibility being in sales to ignite an afire involvement during your pitch. As you want to be an ace closer, develop the sales technique that gears up the synergy of your product knowledge and being proud of the price as you drive the negotiation to a deal.