Communication on two levels
Things today are more often bought not sold , the consumers is now king and they know it. They won’t be talked into something that they don’t want to buy. They have too many choices and a lack of trust in salespeople, forming a barrier too great for just cleverer words to overcome.
Bruce Haddon ofHaddon Perceptions says today’s successful sales professionals need to communicate their message in spoken and unspoken ways at the same time. These include;
Corporate Branding: National marketer’s know the value being a brand people can trust or at least looking like one. If you’re not a known name at least start by matching the look and feel people expect from trustworthy organizations.
Personal Reputation:You have to create this impression very early otherwise your customers defences will already be up and the default position of distrust will be activated.
Context Awareness:Being informed in advance of the issues confronting your potential client. You can’t be an expert in everyone’s field, but you can acquaint yourself with the issues that are important to them.
Dialogue Responsiveness:Dialogue responsiveness means you listen and understand, repeat back when necessary, to make sure you understand. Speak precisely to the point your client has made. You check that they understood and when the time is right, you allow your answer to build the words the next point you intend to make in favour of your case for.
Emotional Reasons to Buy:Influential people include the emotional reasons to buy, not just the factual reasons. They are very good at painting pictures with words and inviting client to put themselves in the picture. Frequently we buy things because we want to and then we find the reasons to justify the purchase to ourselves later on.
Radiating a Calm Demeanour:People who are a bundle of nerves never light up the room; to the contrary, people around them often feel uncomfortable. Remember “nerves are contagious”. You maybe feeling pressured but can’t afford to show it.
Develop a Credible Voice:A credible voice does justice to your sales recommendations, just like correct packaging of anything displays it to its best effect. People learn partly from what is being said, the message, and partly from how it’s transmitted, the medium.
Adopt a Leaders Posture: If you assume a leader’s posture, customers are more likely to believe you’re a leader because they gained that impression themselves at a subconscious level.
To find out more about how Haddon Perceptions can help your business go to;
http://www.haddonperceptions.com
