Written by Sean McPheat |
You are in a selling situation, closing and asking for the order. The prospect is objecting. You are dealing with the objections, negotiating. The situation is tense and volatile and there is a ton of money on the table. You have huge commission at stake and you need it badly.
Finally, the prospect agrees to the offer. The handshake ensues, the tension lifts and a sense of euphoria envelops you. You spend the commission before filling out the paperwork, and you already have your speech prepared for the next day at the water cooler.
This overwhelming sense of relief and joy changes your body posture, facial expression and tone of voice. To the prospect, as soon as they said yes, you suddenly became a different person. It is normal, even instinctive for you to react positively after the prospect finally agrees to buy. However, should that reaction be a little too positive, it will cost you a fortune as customers lose trust, rescind orders and never tell you why.
What You Don’t Know Will Hurt You
You must remain calm after the customer agrees. The problem is that most sales people usually do not realise that they react so enthusiastically to a positive buying decision. However, understand that there are actual physiological changes that occur when the prospect agrees to buy: your heart rate calms, your blood pressure drops and your breathing slows. It’s ok to be happy, but you must focus on keeping a level head and attitude after a positive buying decision.
Three Tips on Keeping Your Cool After the Good News
#1. Remember that the sale is NOT complete.
Remind yourself that nothing has happened yet. The sale is not complete and the money is not in the bank. You still have work to do. The “yes” is only a step in a series of steps to close the sale.
#2. Remember what you actually earned.
The commission on the table may be £1,500, but that is not what you will earn. Do not forget how the science of selling works. For example, if you earn an average of £600 per a sale, and it takes you five sales interactions to close one sale (20% closing average), then you actually earn one fifth, or £120 per sales interaction. That big sale of £1,500 is just part of the averages. In actuality, you will only make £120 not £1,500; and you don’t even have that yet!
#3. Remember the last one you thought you had in the bag.
Think about one or two of those other sales that you counted on that slipped away. Remember that last prospect that seemed so positive, and then broke your heart later. Remain cautious, careful and professional and finish the job.
Originally published: 29 September, 2011
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