The Biggest Secret to Great Sales Results
-by Shamus Brown
First the obvious.
You gotta understand people.
OK, you knew that already.
You like people. That's probably one of the reasons you are in sales.
So you can appreciate then that it is important to understand the emotions of buying and selling. Top persuasionrs know unconsciously, almost instinctively, how to direct the emotions of the buyer during the sales process.
You must be able to get your buyers to reveal their personal aspirations and desires. Their biggest fears and pains. Their values and motivations. You need to know what is most important and dear to your prospect.
When you have this information, this knowledge, this understanding of your prospect, you will have the most powerful sales and persuasion tool in your hands.
When you have this power and you use it,
Your prospect will sell and close himself.
This is the biggest secret in professional selling. Find out what motivates the buyer emotionally, and help him use it to sell, convince, and close himself.
If you are expending your precious time and energy presenting, closing, and objection handling, you are working to hard. You're probably busting your butt, and yet still not closing enough. You keep thinking "if only I could discipline myself to work just a few more hours each week" I'll make it.
Now don't get me wrong here. I do believe in value of hard work.
I also believe that you gotta work smart.
That's why when you use what motivates a person emotionally, your prospects will,
I can hear some of you already. What about business to business selling? I can't get into people's emotion's in business you say. Its not professional.
Have you ever heard of business politics? Sure you have. Loaded with emotion here. Job security, raises, promotions, bonuses, competing pet projects, dueling careers and egos - all of these are fueled by very human emotions.
So how do you do this? How do you get the emotions of your prospects?
Simple. With questions.
But not just any questions.
You need to know how to ask the kind of questions that will give you an emotional understanding of your prospect. And it's not quite as simple as "ask open-ended questions", the advice of many antiquated sales training books.
You must ask questions that will get your prospects into a very emotional state. In particular one that is not a pleasant one for them or you to be in. This is where the sale is made.
All buying decisions are made emotionally, and justified intellectually.
Learning to sell this way requires a major shift in attitude.
And lots of practice to reinforce it.
Click here to find out how...
Becoming a Winning Sales Professional
