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The Ability to Influence
Sunday, July 8, 2012, 8:11 AM
[General]
The magic of a successful sales person is not to "sell" but rather to influence your prospects to buy and to influence in such a way as to not offend,Cheap Irving Fryar Jersey, rush, push or patronize them. Ah...how do we do that and more importantly, how do you learn to do that immediately?
Our goal is to influence our prospect to buy from us because we're reliable, truthful, professional and confident in our product and within ourselves. I cannot tell you how many times over the years I have attended selling presentations and other business settings only to observe men and women dressed in inappropriate clothing. Usually the offender was wearing jeans, tee shirt and other clothing much too casual for a business setting. One person told me she dressed this way to be comfortable and my response was for her to be comfortable at home, because the fact is, to achieve success in her newfound direct sales career, she would have to attend professional functions in clothing meant to be taken more seriously. I'm not suggesting you show up in a tuxedo; however a simple black slack or skirt, dress shirt and clean, un-scuffed shoes would do wonders for your image of success and leadership.
Your goal is to become a better communicator in order to facilitate a better buying experience for everyone involved in the transaction, including you.
Just recently I read an article in a magazine about clothing styles and its effect on both women and men. In business, it goes without saying that a professional, clean and polished look will get you better results than looking like something the cat dragged in. What was so interesting about the article though was the fact that different colors will affect people in a way that will either calm them down, such as blue or pump them up and get them energized, such as red or the non-threatening white, which is a neutral color. It is important to note that heavy, clunky jewelry was a turn off for people in a business situation, as was showing too much leg, chest or skin.
If we desire to be taken seriously in our marketing endeavor then we must look as though we take our business seriously and present an image of confidence and a level of sharpness one would expect from a solid business professional. No matter how we look at this situation, in today's society snap judgments are made about us based on our appearance, grooming habits and our body language,Buccaneers Jerseys, long before we ever open our mouth to speak.
Become the leader others are searching for; be the leader you've been searching for because you have the ability to influence hundreds or thousands of people based on your willingness to grow and improve within yourself first!
When you first read the title of this article your immediate thought was probably that this was a piece about leadership because leadership is the ability to influence. This article is all about leadership and much more! When you have a product and or a service to market, be that product a widget, a nutritional shake or a condominium, you are in a position to influence your potential customer to buy. To make the decision to buy today and not tomorrow, to buy from you and not the guy next door. To purchase at the price you're selling for because you have created value not only in your product or service but also in you.
I realize many of you, like me, are working from home and utilizing the phone so you may not have the opportunity to sit across the table from your prospect and read them in person. Guess what, sixty percent of all communication between humans is non-verbal. Wow,Cheap Kenneth Moore Jersey, that's a bunch of communicating going on without a single word being spoken! When communicating by phone pay attention for cues from your potential customer such as, a long pause, deep breaths, hesitation, interruptions, speaking faster than usual, and excitement or boredom. You don't have to be able to see a person to recognize a lack of interest or rudeness, and even sincerity when you listen more attentively. What I've just listed for you are all signs your prospects are giving you every day non-verbally and verbally about whether their ready to buy, not going to buy now, or require more information before making that decision.
My suggestion is for you to read every book you can get your hands on about identifying body language and how to recognize particular personality temperaments as well as all the different aspects of communication. This is important to your ability to influence because when you know your prospects primary personality characteristic at a glance, then you will know how to guide them to a quick decision. Your prospect is constantly giving you signals, signals such as "I'm ready to buy" or "I'm scared and unsure," are you reading the signals correctly and do you know how to respond to the clues your reading? Once you understand body language and personality tendencies you will know better how to assist your potential customer to make the "right decision" and purchase from you.
Most marketers or sales people miss the cues from their prospect because their too busy thinking of what to say next to insure the sale. I assure you, when you pay attention to the signals your prospect is putting out to you verbally or non-verbally, you won't have to think about what to say because you'll know what to say and exactly when to speak it!
Becoming a person of influence is about taking the talents God gifted you with and doing your best to increase or improve them by enhancing those talents and abilities through continuous self development and conscientious effort.
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