As you have grown accustomed to seeing, I had not only the opportunity to observe an experienced salesperson today but also the opportunity to demonstrate a very advanced sales technique. First off, the salesperson was so focused on doing good small talk that he never watched the eyes of the client. The client began to get itchy and finally said I don't have much time lets get to it. While I was watching the clients eyes I could see clearly that she had enough small talk and wanted to get to the point. Ironically, eye contact, one of the 8 Basics of Success, would have avoided that unnecessary irritability that could hurt the sale.
Later in the day I was setting up a closing for Monday morning in my usual assumptive way, and as I was leaving I glanced around the room and looked into the eyes of the potential client's employees. Knowing that when I leave, some of these key employees would have some input, regardless of the amount. Already we are into the VERY advanced stage. Before I go further, mos,t if not all, salespersons would not even think about looking into the eyes of the potential client's employees. After all, they are closing the "Decision Maker", they could care less about the employees.
Anytime new products or services are sold to a business everyone is affected! The employees have to make and execute the changes or learn how to use the new product or service. When I looked into their eyes I saw one lady looking like, "Oh Gosh we have to learn something new". Who knows how much influence that person has? The salesperson sure doesn't. I wasn't going to wait until Monday and find out that someone killed the deal. Remember no one likes change. What I did was take a few extra seconds on the way out and touched bases with the potential clients staff and left with everyone liking me and looking forward to my return. This is very advanced because not only are you closing the "Decision Maker" but you are also taking the pulse of his staff and fixing that at the same time.
Advanced Sales Psychology - To learn more about this author, visit Charles Kettner's Website.
Like this article? Share it with your friends
|
|
Charles Kettner
(Visit Charles's Website)
Charles Kettner, aka “The Specialist”, is
a professional sales and management
trainer and published author, having
recently released “The Specialist” Sales
and Management Bible. He resides with his
family in Virginia Beach, VA, where he is
the host of a regional daily radio show,
The Specialist Radio Hour, dedicated to
sales and management training.
|
|
|
|
The Specialist Sales and Management Training Blog - Expertise in Sales and Management Training. Charles Kettner, aka The Specialist, is a professional sales and management trainer and published author, having recently released The Specialist Sales and Management Bible. He resides with his family in Virginia Beach, VA, where he is the host of a regional daily radio show, The Specialist Radio Hour, dedicated to sales and management training.
|
|
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
My Stanford psychology professor, Dr. Philip Zimbardo, and Zeno Franco, a Ph.D. candidate in clinical psychology at Pacific Graduate School of Psychology wrote a terrific article called “The Banality of Heroism.”
