Written by Sean McPheat |
3 September, 2010
In a previous blog we discussed some ideas that many salespeople still live by, but have been proved to be either old school or too cheesy for today’s savvy business buyer.
Our next home truth shows that, even though there might be some room for positive enthusiasm, many people think it will automatically encourage the prospect to be on their wavelength and so stand a better chance of getting a progress in the sale.
Don’t get me wrong…you should always maintain positivity in your relationships with prospects, but the overwhelming number of clients we have researched have told us that the typical, cheesy, enthusiastic sales person, gushing product knowledge and white smiles, actually puts them off listening to them. One client told us that he ended up counting how many times the salesperson said “I’m very pleased…” or “I’m delighted…” during the pitch! He thought, “Great! Now tell me why I should be pleased and delighted!”
So today’s home truth is:
False: Enthusiasm sells
Truth: Enthusiasm helps, but more important is total concern in your prospect’s life and business
Here are some tips to make this happen:
By recognising how your customer buys, you will be able to match their enthusiasm rather than using it to cover over any inefficiencies the prospect may see. The prospect will see that the value of your services is genuine, and that can only be good for business!
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