Are you in sales?
Of course you are, everyone alive in this world is in sales.
Here’s why...
Everyone, including you, yes, you, sells something.
From a product or service to an idea or perspective.
Everyone sells!
A sale is always in motion; either you are selling, or you are being sold.
A sale is always happening.
So, who is this writing for?
It’s for you, sales associate, it’s for you who makes a living serving others (clients).
Here’s what I got for you...
When I was selling automobiles for a well-recognized dealership, every sales associate was given a script that we had to follow.
The script sucked!
It started like this...
Welcome to [Name of the Dealer]. My name is Erasmo. What brings you in today?
I’m telling you, I always expected someone to give me a smart-ass response like:
“What brings me in today? Oh, not much, I’m just here to do my laundry!”
Lol! I never understood that type of meet and greet.
Anyways, before we get into the “Meet and Greet” and “The Big Three,” let’s define the meaning of sales.
What is SALES?
Sales is "Change."
Sales is a transaction, a transfer of emotion, a transfer of a product or service.
Sales is getting your clients from point “A” to point “B,” ethically.
Sales is solving your client’s pain (problem, need, or want).
Sales is something you do for people and not to people.
It all starts with the meet and greet.
The Meet and Greet
The meet and greet is your first impression and the most important step to get started with your sales process.
Your meet and greet and first impression will determine if you will have the opportunity to help your client or not.
Here’s how to make a great first impression.
Making a great first impression!
You have approximately six to eight seconds to make a first great impression. In six to eight seconds, your clients will create a perspective of you.
Remember, Perspective is reality.
It will take your client six to eight seconds to decide if they should allow you the opportunity to earn their business or move on to the next salesperson.
Your presentation and body language are crucial to your meet and greet.
Notice the way you handle yourself. Before and when you stand in front of a client, ask yourself these questions:
1. Am I well-groomed?
2. Do my shoes look good?
3. Are my shoes polished and clean?
4. Are my clothes neat, ironed, and clean?
5. Does my breath smell good?
6. Do I smell good?
7. Am I making eye contact?
8. Is my tone of voice loud enough?
9. Are my gestures friendly and transparent?
10. Do I feel and look confident?
11. Am I smiling?
12. Am I communicating clearly and effectively?
13. Am I connecting with my client, or am I just talking?
14. Am I listening to what my client is communicating, or am I too busy listening to myself?
15. If I were to meet myself for the first time, would I want to meet me?
Answering all these questions will help you create a great impression and get through the double-sided reinforced invisible steel wall of your clients.
When you meet your clients for the first time, your clients will come with three questions in mind and a double-sided reinforced invisible steel wall that puts him/her in defense mode.
This is common.
Most of the time, this state of mind is created based on bad buying experiences that your clients have encountered with past sales associates.
Let’s look at the three questions...
The BIG Three.
Clients will always show up with three questions in mind before they allow you to serve them. As a sales associate expert, your job is to answer these three questions and find the gaps during your sales process.
Here they are...
1. Who are you?
Your clients want to know who you are and what gives you the right to help them solve their pain (problem, need, or want). Be authentic. Create value around you, your products, or services. Alleviate their pain. If your clients are unsure about you, your product, or your service, you will likely lose the sale.
2. Can you help me?
Your clients want to know if your offer (Service or product) will solve their pain (Problem, need, or want).
Clients don’t buy because of who you are; clients buy because of what you do for them. Always exceed your client’s expectations and always over-deliver in value.
3. Can I trust you?
Your clients want to know if you care about them; they want to know if you are the real deal and not just another sleazy salesperson trying to get paid.
Be authentic and ethical. Deliver a great presentation. Become a better communicator.
Communication tools like DISC will help you become a better presenter.
Remember...
It’s all about your client, not you!
See you next week.
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