Change how you think – to change how THEY think

If changing how people think was easy – salespeople wouldn’t make commission! 

The first sale we make as salespeople is NOT a product NOR is it a service. The first sale we make is that it is worth looking at something in a different way.

Instead of becoming mired in a maze of your prospects fears, objections, and doubts about your products and services: change how you think – to change how THEY think.

Honor Your Commitments: You can’t tell someone to trust you, instead you have to build trust a little at a time. Make sure you honor EVERY SINGLE commitment you make;
> if you say you’ll get back with them today – even if you don’t have the final answer… call today!
> when someone says ‘try me back in an hour’ – call back in 1 hour, if they don’t answer leave a message and say you asked me to call back in an hour, so I am.

You’ll be surprised – as you honor your commitments, the prospect will begin to help you through the maze.

Building Credibility: As you move forward in your prospect to customer journey it is important to focus on your (and your company’s) core competencies! Perhaps the #1 error is to try and be everything to everyone.

You will build a higher level of credibility by declining a business opportunity that isn’t a good fit – than disappointing your new prospect by failing to deliver. This might even have your prospect taking you completely outside of the maze they put you in.

What does this have to do with being able to change how THEY think? If your focus is on honoring your commitments and building credibility as you move through the qualifying process; you will look – sound – feel different from a typical salesperson. Your intention is about helping them vs. making a sale and they can hear the difference!

RESOURCES:

If you want more on how your customers think and make decisions, you’ve got to pick up and read Jill Konrath’s SNAP Selling (Simple, iNvaluable, Alligned, Priority)

For more on how to create stories to use AND how to listen to your prospect’s stories, What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story by Michael Bosworth & Ben Zoldan is the book for you.