When you’re looking for the next order, it’s easy to slip into a small exaggeration to attract attention.
“Our Service Plan covers everything.”
“Our price is always lower than the competition.”
“We always exceed your expectations.”
These half-truths destroy your credibility and alert the prospect that you may not be trustworthy. Use these tips to make your selling efforts more genuine:
Have Positive Expectations
Positive behavior often inspires positive responses. People tend to mirror each other’s attitudes and feelings. Assume that your customer or prospect is sincere and wants to meet with you. Be excited to be with them and ask questions that communicate that you value their time and their interest. Listen intently for responses that explain why an expressed need is important to them.
Know Your Values
Beliefs and attitudes drive your behaviors. In today’s open, connected marketplace, prospects have many options. Earning preference with them requires that you be genuine to enable trust. Sales people who know what they believe naturally display genuine behaviors that encourage prospects to respond productively.
Learn How You Can Contribute To Their Success
Speak less, listen more. What defines success for them if you meet their need? What performance metrics are they measuring? How can you produce quantifiable value for them? Can you help increase their sales or productivity? Can you save them time and money? How can you satisfy their need in a way that fulfills their Purpose or moves them towards their chosen future?
Be Realistic With Your Promises
Ensure that you can deliver on your promises. How much influence do you have to produce the promised results? What can you provide to validate the promise you are making? What can you offer to convince the prospect that you are more interested in helping him or her make money than you are in taking their money. How will you confirm that you have kept your promise?
When was the last time you revisited your values & beliefs?
How do you ensure that you are making realistic promises and delivering on them?
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