What allows some people to be great in sales while others struggle to close even one deal? Is it simply product superiority? Is it a seductive advertising campaign filled with happy, gorgeous models?
Well, maybe those could factor in, but in sales, people are buying people as much as anything else. Therefore, to be great in sales, there is really one secret you need to know.
If you can learn to sell using the right language, you can be great in sales, easily meeting and exceeding your sales goals.
Imagine a tired looking sales rep dragging into a sales presentation, clothes disheveled. Half-heartedly fighting back a yawn, he or she gives a monotonous slide show presentation filled with boring text and meaningless data. Are you buying whatever junk this person is selling? Likely not.
What if the story was different? Instead of that sad, lifeless, body entering the room, what if a tidy, well-dressed, enthusiastic, individual confidently strides into the room? Immediately, the salesperson engages the audience with a friendly greeting and a smile. He/she then begins by narrating a vivid story that has the audience at full attention.
In great detail, through his/her words, the people in the room are moved to think and to feel. They are now at ease. They can overcome what ails them – buying this is the right decision.
That… is how to be great in sales.
Without question, the second salesperson will have more success than his/her dull counterpart from the first scenario, no matter what is being sold. The truth is, how you present yourself and the language you use can hugely impact your ultimate results and whether or not you can truly be great in sales.
Many studies have demonstrated the importance of body language, which impacts both one’s own confidence, as well as the view that others have of that person. Just as important, the specific words can also have significant impact.
Those who are most successful in sales are aware that building a connection and getting the audience (or person) into the right mindset is essential. There are certain key phrases that anyone can use to immediately become more proficient at engaging with a target audience. Hint: a couple have already been used above.
People generally don’t want to be told what to buy. If they can be taken on a journey and picture how it would feel to have their biggest headaches suddenly resolved, then their desire to get to that point is all the persuasion necessary.
Susan Sly is a best selling author, work life balance expert, speaker and entrepreneur. She has appeared on CNN, CNBC, Fox, Lifetime Television and the CBN. Susan is the mother of five children and resides in Scottsdale, Arizona.