Almost every book, manual, workshop or tape series teaching selling skills, will at one point suggest that you need to find something in com-mon with your prospective customer or client, in order to produce a trusting relationship. The thinking behind this suggestion is that if you find you have something in common with a decision-maker, somehow a bond or trust will be formed from a shared interest or mutual acquaint-ance. It is true that people buy from people like themselves, so on the surface this selling technique seems like a reasonable method to produce positive feelings in a prospect, customer or client. But, finding something in common with a decision-maker just takes too long in today's fast paced selling environment and often is too difficult to uncover to build the trusting relationship that actually produces sales success.
Studies conducted by Dr. Al Mahribian at UCLA into effective communi-cation, strongly indicate that often the decision to purchase a product or service is made in the first two minutes of a sales transaction. Two min-utes is usually not enough time to discover something you might have in common with a prospective customer or client and then build on it to create a trusting relationship, so you need to find a more effective method to cultivate the trust needed to consistently produce sales.
To build trust quickly in a sales transaction, all you need to do is ask a series of "open-ended, personal questions." One of the easiest ways to build rapport and trust is to get a decision-maker chatting about some-thing that she loves to talk about-herself! Generally, people are far more interested in themselves than in you, your organization or what you're selling. However, psychologists tell us that when a prospect reveals something personal about himself, that's when a strong and trusting re-lationship is being formed. Always remember, "People buy from people they trust!" To obtain a series of proven "trust building methods" just go to http://www.TheSellignEdge.com/myths1.htm .
Questioning and really listening, not talking or telling, builds trust in a sales transaction. If you do more than 30 percent of the talking in a sales presentation or sales transaction, you are talking too much! Think about your last presentation. Who did most of the talking? This question, if an-swered honestly can give you insight into your level of closing skill. Always remember, closing a sale is a process not a technique.
Best wishes for continued sales success.
VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, tradeshows and management training and development. Clients have included Sears Optical, Eastman Ko-dak, IBM, Deloitte & Touché, Bank One, Jefferson Wells, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Thompson Learning. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides. Check them out at:http://www.TheSellingEdge.com/Book1.htm.
Vi rden teaches for the Center For Professional Development, Texas Tech Uni-versity at Lubbock, Texas and in the School Of Entrepreneurship, J. Willard And Alice S. Marriott School Of Management at Brigham Young University, Provo, Utah. You can contact Virden at: Virden@TheSellingEdge.com. or learn more about him at: http://www.TheSellingEdge.com .
You do have a "Pipeline" don't you? You know, the... Read More
Implement these smart sales marketing secrets and you'll be capable... Read More
I sit down and look at my notebook. Then, I... Read More
How well do you handle objections?The fact is, most people... Read More
I'm about to challenge your belief system, or at least... Read More
A study done by the Association of Sales Executives revealed... Read More
You have a choice. You can stand out or blend... Read More
I'll be brief. If not ? I'll negate my own... Read More
What does it take to be a WINNER during these... Read More
Contrary to many of the books on how to be... Read More
In the 1990's we lived on a farm in Iowa.... Read More
It is always important that you use the right terms... Read More
Have you ever gone into a newsagent, picked up a... Read More
Are you going to win this deal? With just less... Read More
A lot is written and talked about in regard to... Read More
Here are three proven ways that will increase your sales:1.... Read More
"Yeah right!" I thought to myself as I started to... Read More
Language is one of the most important tools you have... Read More
From a customer's perception, it's easy for a salesperson to... Read More
1. They talk instead of LISTEN. Too many salespeople monopolize... Read More
No matter what your age or stage in life, some... Read More
Almost all Internet Marketers have a basic idea of what... Read More
I'm not a fan of "The Donald" and I had... Read More
I put together this little article because, although basic, we... Read More
One of the questions I often get asked as a... Read More
Are you searching for new and innovative ways of sales... Read More
Looking for a way to handle rejection?Edward W. Smith, motivational... Read More
When selling a product to a customer, it is very... Read More
1. Dependability was chosen as the most important.2. Integrity was... Read More
Ever lost a sale? Of course you have, we all... Read More
Here's a surefire method to guarantee you achieve the best... Read More
Statistics state that 55% of people judgments are made based... Read More
Seems almost every situation in our lives is centered on... Read More
When selling a product to a customer, it is very... Read More
Better than offline promotion such as press releases, talks, or... Read More
Are you tired of excuses? Looking for a persuasion technique... Read More
Want to increase sales within your company? It's not as... Read More
We all make mistakes and some salespeople seem to make... Read More
Here's the thing... you still have to make every marketing... Read More
Here is a question I recently received from a young... Read More
I have found that the best sales people are the... Read More
Step 1: Get Ready - Create a foundation you can... Read More
Follow this story...I went to Best Buy today to get... Read More
My research has clearly shown that, when it comes to... Read More
Selling is everyone's lifeblood whether they realize it or not.... Read More
I'm constantly amazed how otherwise smart marketeers become deaf, dumb... Read More
Do you invite your prospective customers to ask questions ...or... Read More
Are you searching for new and innovative ways of sales... Read More
Sales is still a must for any company who wishes... Read More
The telephone is still the best and most effective way... Read More
One of the best projects to undertake as an online... Read More
When your company invests in sales training, what is the... Read More
There's more to what he does than meets the eyeWith... Read More
Prospecting for future customers can be fun if you approach... Read More
Training your salespeople to not waste time working unqualified accounts,... Read More
The art of effective question asking (qualifying) determines the effectiveness... Read More
Yes, it's true. Saying "No" is a great way of... Read More
In the 1990's we lived on a farm in Iowa.... Read More
All closes are not created equal. Top producers realize every... Read More
A lot is written and talked about in regard to... Read More
"Leadership rests not only on outstanding ability. It also rests... Read More
First and foremost are you thinking Strategically? "Do you have... Read More
Looking for a way to handle rejection?Edward W. Smith, motivational... Read More
Increase your sales-in five minutes. This article is the third... Read More
"There are three kinds of salespeople; those who make things... Read More
Selling arwork is easy when you follow a road map.... Read More
Sales Training |