From the Personal Branding Blog
Excitement always increases when we are about to meet with a prospective client. We imagine the best of all worlds coming together in one meeting. But many times reality arrives in the middle of a meeting when it seems that we are on a collision course with the other party. Knowing how to avoid similar situations as well as how to handle them will turn the negative experience into a positive one.
Should you be struggling with sales although you are doing everything as trained to do, there may well be a missing piece. Most training will walk you through a routine to apply to everyone you meet. But not all people are made the same and certainly do not think alike. The goal then becomes learning who each person is and to familiarize them with who you are and hopefully find a meeting of the minds.
People want to know you before they know what you sell.
The downside to most training is that people are handed scripts. Very few have the foresight to use only the highlights of the verbiage as possible talking points. ‘Possible’ is the keyword because frequently ‘none of the above’ applies.
1. Enjoy lively in-depth conversations with prospective clients.
If on the first meeting the suggested talking points do not apply, that’s okay. It is far more important to build the rapport to be asked back for a serious conversation. Use first meetings as getting acquainted events versus a rush to make a sale.
2. Let your guard down by being professionally personal.
No one likes speaking to a robot or someone seemingly without a personality. Allow the conversation to go off track to relay an experience that relates to the dialogue. Your personality will shine through. You begin to differentiate yourself from your competitors and establish a genuine personal brand.
3. Be truthful.
Most people shudder at the thought of admitting when they aren’t familiar with a term or a concept. Once again, the honesty differentiates you from everyone else in your field. Apply the truth to every aspect of the conversation. In the end, the first sale doesn’t matter. What does make an imprint on your success is to be invited back for additional sales plus the provision of glowing testimonials and referrals.
If you are in fact struggling with sales, there is nothing to lose by trying something new. Consider throwing away the talking points as suggested to have free-flowing conversations. Try it for a week with everyone you meet. Take note of the reactions and how the tone may be different than before.
Should you notice a change for the better, incorporate the new style into your meetings. The test will be in the flow of new sales in the coming months. Give it a six-month trial period to substantiate whether the experiment works well. Put your stamp of originality on the new approach to experience the flow of the Smooth Sale!