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This post reenforces what we have known from Michael Pink regarding selling. We have to build trust, confidence, clarity and certainity. We have to show ourselves as authority. Your purpose is not to make sale in meeting the prospect but by achieving clarity and certainity in making the decision Not manipulation not urgency. The fact that they called or visited you is all ready an indication of urgency.
This post is not about manipulation or spell but building a semblance of a salesperson who is certain confident, and authority, can be trusted and is therefore safe to deal with
There are sevearl steps in this tactic
1. Emotional congruence. Are you trustworthy? Do you look mature enough as someone who can solve the problems?
2 Control the interaction. In a clinic it is the doctor, in the classroom it is the teacher. In the sales presentation, you control the conversation. If the prospect did, then you lose.
3. Maintain the tonality - be present be the man of the occasion
4. Microagreements - small yesses to lead to the big yes the closing. Is this your price range, is this your budget, is this the style you want. Is this location to your liking.? Is this size befitting your family? Will this purchase bring prestige to your family?
5. Identity - as a person who can be trusted? As a person who is an authority (did you have 10,000 hours. It pays that your boss supports you and you know how the boss thinks and acts
6. Certainity. Facts do not make certainity. Because facts data can change. But you are the only one
who can make them believe the facts. Not the mayor, not the Pres of Phil, Not UN. Not ICC, Not
the Creator
7. Rapport IS equal to commonality But more of creating safety that when they make the decision, they are not making a mistake....
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