Multi-Millionaire W. Clement Stone, founded and made a multi-million dollar insurance firm. Stone often told his insurance people, "The sale depends upon the attitude of the salesperson, not the prospect." He is right, according to my personal experience, and the experiences of hundreds of other successful professionals.
A couple enters a showroom advertising a sale hoping to purchase a new vacuum cleaner at a bargain price. The sales person is slumped across the counter, unshaven and wearing a crumpled shirt. The couple approach him warily and tell him that they've got a two story house, a new baby and need a vacuum that is going to withstand lots of use. They express they need a vacuum that's not too heavy to carry up and down the stairs.
Sighing, the salesperson puts his hand in a drawer and picks up a pile of leaflets. He scatters these across the counter at the couple, and indicates where they'll find the vacuum cleaner section of the salesroom. He turns away from them and closes his eyes, instantly forgetting the potential customers.
The couple picks up the leaflets, look through them and then walk over to the vacuum cleaner display area. After a brief discussion concerning the lack of help from the sales representative, and a look at the wide variety of cleaners on sale, they decide to go to another store. They shopped at this store before. They know it's more expensive than the other store, but they know they will be advised on the right vacuum for their home.
The moment they walk through the door they're met with a salesperson who greets them and makes a comment about how hot it is outside. They are asked if they're looking for something specific and do they need any help. Upon discovering the couple is shopping for a vacuum cleaner, the salesperson directs them to a member of staff who has more knowledge of the various makes and models available.
A second member of staff meets them, and he listens to what they need. He asks questions about the floor surfaces in their home, and then decides on a small number of cleaners for the couple to have a look. The salesperson then leaves the couple to discuss the matter privately for a few minutes.
When it appears that they've made a decision, the sales person then returns and asks them if they need any additional information. The couples have decided on the vacuum cleaner that they think suits their needs and finances best, and they make the sale. While packaging the vacuum, the sales person asks if they need any additional warranty on the item. Then, he suggests that they may like to buy some more vacuum bags, and some vacuum fragrance, which the couple do adding to the overall sales total. The salesman tells the couple that if they have any problems with the vacuum to right the store and he'll be happy to help them. The couple leaves the shop with a positive feeling and discussing other purchases they could make there.
So how does this scenario relate to you? As a salesperson, it is easy to pass on the negative sale to the prospect. It is easy to blame a non-sale on the fact that the prospect had a lousy day, or he could not find what they were looking for in a product. However, how many excuses are actually true? Reflect on that non-sale and concentrate on your own performance. How did you come across to the prospect? Were you positive? Were you upbeat - but not overly so? Did you listen to the prospect and what they wanted? Did you attempt to find everything on it? Were you attentive without being intrusive? If you have a negative answer to any of these, then you had some part in the non-sale result.
It does not matter how ill you feel if you are selling something, then your attitude must be one of complete concentration on the prospect in front of you. Listen to them, act upon what you hear and not what you think you hear. Be intuitive to their needs. Do they actually want you following them around, or are they happy to have you there in the distance ready to answer their questions?
Are they shopping for something specific, and do they have a limited budget for a lower price tag item? Give them the same attention of someone wanting a top of the range item - even people with a budget demand respect. If you feel that the prospect has an expectation of you having limitations to products in their price range, assure them that you cater all budgets. Then, show them what you can do for them. Be friendly, respectful and professional in how you talk to them. Do not allow them to feel intimidated by the experience.
Let the prospect see that you are going to do everything within your power to find the exact product they need, regardless if it is the top of the range or the basic minimum. Put aside the need for pain relief and a quiet corner to curl up in until the sale is made! Think about how much better you will feel if you manage to make the sale despite feeling so miserable! Any salesperson who is disinterested, pushy, or not listening to the prospect will send the prospect to the next seller on their list. Remember that closing a sale is more about your attitude than the prospects because your attitude can change their attitude!
"People Attract to Those with a Positive Upbeat Attitude" -Unknown
A couple enters a showroom advertising a sale hoping to purchase a new vacuum cleaner at a bargain price. The sales person is slumped across the counter, unshaven and wearing a crumpled shirt. The couple approach him warily and tell him that they've got a two story house, a new baby and need a vacuum that is going to withstand lots of use. They express they need a vacuum that's not too heavy to carry up and down the stairs.
Sighing, the salesperson puts his hand in a drawer and picks up a pile of leaflets. He scatters these across the counter at the couple, and indicates where they'll find the vacuum cleaner section of the salesroom. He turns away from them and closes his eyes, instantly forgetting the potential customers.
The couple picks up the leaflets, look through them and then walk over to the vacuum cleaner display area. After a brief discussion concerning the lack of help from the sales representative, and a look at the wide variety of cleaners on sale, they decide to go to another store. They shopped at this store before. They know it's more expensive than the other store, but they know they will be advised on the right vacuum for their home.
The moment they walk through the door they're met with a salesperson who greets them and makes a comment about how hot it is outside. They are asked if they're looking for something specific and do they need any help. Upon discovering the couple is shopping for a vacuum cleaner, the salesperson directs them to a member of staff who has more knowledge of the various makes and models available.
A second member of staff meets them, and he listens to what they need. He asks questions about the floor surfaces in their home, and then decides on a small number of cleaners for the couple to have a look. The salesperson then leaves the couple to discuss the matter privately for a few minutes.
When it appears that they've made a decision, the sales person then returns and asks them if they need any additional information. The couples have decided on the vacuum cleaner that they think suits their needs and finances best, and they make the sale. While packaging the vacuum, the sales person asks if they need any additional warranty on the item. Then, he suggests that they may like to buy some more vacuum bags, and some vacuum fragrance, which the couple do adding to the overall sales total. The salesman tells the couple that if they have any problems with the vacuum to right the store and he'll be happy to help them. The couple leaves the shop with a positive feeling and discussing other purchases they could make there.
So how does this scenario relate to you? As a salesperson, it is easy to pass on the negative sale to the prospect. It is easy to blame a non-sale on the fact that the prospect had a lousy day, or he could not find what they were looking for in a product. However, how many excuses are actually true? Reflect on that non-sale and concentrate on your own performance. How did you come across to the prospect? Were you positive? Were you upbeat - but not overly so? Did you listen to the prospect and what they wanted? Did you attempt to find everything on it? Were you attentive without being intrusive? If you have a negative answer to any of these, then you had some part in the non-sale result.
It does not matter how ill you feel if you are selling something, then your attitude must be one of complete concentration on the prospect in front of you. Listen to them, act upon what you hear and not what you think you hear. Be intuitive to their needs. Do they actually want you following them around, or are they happy to have you there in the distance ready to answer their questions?
Are they shopping for something specific, and do they have a limited budget for a lower price tag item? Give them the same attention of someone wanting a top of the range item - even people with a budget demand respect. If you feel that the prospect has an expectation of you having limitations to products in their price range, assure them that you cater all budgets. Then, show them what you can do for them. Be friendly, respectful and professional in how you talk to them. Do not allow them to feel intimidated by the experience.
Let the prospect see that you are going to do everything within your power to find the exact product they need, regardless if it is the top of the range or the basic minimum. Put aside the need for pain relief and a quiet corner to curl up in until the sale is made! Think about how much better you will feel if you manage to make the sale despite feeling so miserable! Any salesperson who is disinterested, pushy, or not listening to the prospect will send the prospect to the next seller on their list. Remember that closing a sale is more about your attitude than the prospects because your attitude can change their attitude!
"People Attract to Those with a Positive Upbeat Attitude" -Unknown
About the Author:
James Malinchak, Featured on ABC's Hit Television Show Secret Millionaire, is considered by many specialists as the World's #1 Big Money Speaker Coach and Trainer. For Free of charge Video Trainings on how to get money to speak and ways to be a how to overcome stage fright, try visit our website and learn more.
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