Don’t Let Your Brain Screw Up Your Sale

Hi readers,

I have often been asked by my mentees after a f_ck_d up sale on ….”where did we go wrong!!!???”

I did EVERYTHING that you taught me…EVERYTHING to the “T”, and yet the sale went to my competitor !!

Alright….

When it comes to success in selling, your brain can be your own worst enemy.

If you’re like most sales stars, your brain has a tendency to chatter away about the future, when having a conversation with a customer.  Even though you’re trying to listen, your brain is sending out all sorts of subliminal messages to your subconscious like:

  • “If I don’t make my quota for the month, my boss is gonna kill me…( Really…ask yourself this…are your KRAs all about numbers??? tch tch numbers are only 50% of your KRA my sales pro!!)
  • “If I don’t make this sale, I won’t be able to buy that Versace dress from my girlfriend…” (Man, get your priorities right, and then understand that those who love you will love you whether you got them that dress or NOT!!)
  • “I hope this guy doesn’t tell a boring story, because I’ve got a flight in two hours…” (Patience is a virtue in Good salesmanship my friend!! didnt you know this..)
  • “What should say say next, in response to what he’s saying now…” (Being presumptuous are we …)
  • Etc. Etc. Etc.

This mental chatter frantically pulls your attention away from the customer and towards your own priorities and goals.  That can be fatal to actually making the sale because you’ll miss cues and clues about what the CUSTOMER wants.

In short, the CUSTOMER will cease to be king in your subconscious and you will inevitable wander AWAY from a sale that YOU THOUGHT was in your bag!!

The solution is to treat selling more as a process and less as an achievement.  Here’s how:

  • STEP #1: Open your posture. Body language and engaged listening are inter-related. When the customer is talking, you’ll be more interested, and seem more interested, if your expression and posture indicates that you are interested.  This is not trickery; it’s everyday human behavior.
  • STEP #2: Look AT the customer. When you’re thinking of the future, or something that you’re going to say, your eyes will lose focus or drift slightly upwards.  Keeping your eyes FOCUSED on the customer (without staring through the customer) forces your mind into the moment.
  • STEP #3: Be aware of your breathing. Because you’re human, it’s nearly impossible to keep all of your thoughts away from yourself.  Rather than listen to your internal chatter, become aware of the sound and flow of your breathing, which won’t distract from your focus on the customer.
  • STEP #4: Stop to take notes. When the customer says something that you’re sure is important, rather than breaking your focus by glancing down and making a note, ask for a moment’s pause, and then make a note.  Segmenting the two activities ensures that you’re present during the conversation.
  • STEP #5: Trust your instincts. You may believe you need to analyze everything that’s going on in the conversation in order to come up with the “right” response.  However, you’re more likely to say the “right” thing if you’re actively listening and then responding in a way that “feels” right.
  • STEP #6: Be patient with yourself. Selling is the study of a lifetime, so you can’t expect to grasp every concept or master every technique immediately.  Fortunately, what’s most important in sales is the combination of intention and attention.  Make the sale about the customer.  It’s really that simple.

To know more about sales acumen read

https://ashishtandon.wordpress.com/2013/01/11/what-every-manager-should-learn-from-sales/

https://ashishtandon.wordpress.com/2013/01/11/what-we-can-learn-from-sales-gods-and-succeed/

https://ashishtandon.wordpress.com/2013/01/13/if-you-want-to-sell-more-get-curious/

Connect with me on LinkedIn http://in.linkedin.com/pub/ashish-tandon/4/427/188/

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5 Simple Steps to B2B Solutions Sales Success

Hi,

This goes out to all solution marketers and the solutions sales professionals. The following is based on my current and contemporary understanding of solutions marketing at the HULT Business School, attending Prof. Stephen Hurley’s classes, and what I have practiced as a solutions sales specialist during my roles in chemicals and print & packaging businesses across India and Africa.

  • STEP #1. Discover where your customer is today. Before you call on a prospect, use the Internet or business contacts find out as much as you can about where the prospect is today, what’s going on with their business, where they’re having problems, how happy they are with the products they’re currently using, how they currently do things which your offerings might help them do better. When you initially meet with your first customer contact, ask open-ended questions to obtain information that fills in the details you couldn’t find out through your research.
  • STEP #2. Discover where your customer wants to be. After you’ve got a solid picture of where the prospect is today, gradually transition the customer conversation to asking questions about your contact’s vision for the future, what would it be like in a perfect world, what’s worked so far, what could work better, how the contact would feel if that problem were solved, etc. You need to understand the customer’s destination before you can help your customer to arrive there.
  • STEP #3. Position your solution as the best vehicle to get from the current situation to the desired one. Based upon what you’ve learned in steps 1 and 2, craft a vision of a solution that can help the customer make the transition to a better future situation. Present only those elements of your products and services that are part of that tightly-focused solution. Don’t confuse your customer with all the features and functions of your solution that are irrelevant to his or her needs.
  • STEP #4. Repeat steps 1 through 3 with multiple, increasingly important, contacts. Every customer contact will have a different perspective on the current situation and the desired goal. For each customer contact, discover that perspective and position your solution so that each person involved views the solution as crucial to his or her long-term business success. As the sales process continues, your solution will increasingly and widely perceived as being of great value to the customer’s firm.
  • STEP #5. Close the deal.  If you followed the four steps above, you have already positioned yourself to close the deal.  The main thing here is to have the courage to actually ask for the business, at the right time, and with the right people in the room.