TAKE YOUR BUSINESS TO THE NEXT LEVEL
Our visual cues are directly related to our amigdala in our brain... the part of our brain that screams at us to run when we should. So, with that in mind, the way we look as salespeople can really have a dramatic effect on whether or not our customers are going to feel comfortable and confident. Here are some tips to figure that out for yourself!
Have you ever had that meeting with a perspective client or have had a customer in front of you and, you really want to earn business... but maybe not THEIR business? There’s nothing wrong with their ability to afford you, but you are feeling a ton of red flags pop up and you actually just do not want to deal with this person, or this account? What are those red flags, and why have they triggered for you? My guess is that you have had a bad experience with something that this prospect had done or said; something that your brain has now associated with bad business. This is kind of one of the most amazing things about being a human, that we can do this. How do we use this to our benefit? My suggestion, take note and continue with your process. At some point in the process, I suggest you find a way to get a moment to yourself just so you can see if you can remember what happened the last time. Could you handle that again? More importantly, if you knew about it ahead of time, would you be able to work out that situation better than you did in the past? If the answer to question 1 or question 2 is yes, then get over there and close the deal! You might even be able to solve the issue before it becomes one by setting expectations! If it’s not?... how bad do you need to make that sale?
* Apologies for the crying in the background... it was a hard bedtime* Why are you here? Remember the present! Have you ever shown up for work and wondered “why am I here today?” Or wonder “what am I doing here?” Or “where are my pants?” Hopefully, you have some spare pants stashed someplace if it’s the latter, but you might actually be questioning your value in the position or the company you are in. Maybe it’s the politics of the company, or there has been a policy change that really changes how you are going to be paid or your ability to help a customer, or maybe it has more to do with co-workers, or product, or one of a million other things that you have little control over. This is a good time to do something that is really, really hard... stay present. It’s holiday times, and presents are on the mind... but I’m talking about presence. Staying in the moment. I know, I know, you hear this all the damn time and, what does it mean? It means that with all of the things going on: holiday plans and end-of-year craziness with your organization, task-saturation and all of the jockeying for that empty supervisor position... the best present you can give your customers and yourself is to stay present and just focus on that person or that task in front of you and do your best. No one can ask for any more.