Running a company has its highs but more often than not an average day is filled with too many ‘no’ moments. But in the world of balance, we have to hear the word ‘no’ in order to gain appreciation from the word ‘yes’. The key to becoming a sales wizard is learning how to cope in a world of negativity where ‘no’ is like a drill grinding you slowly but surely into the ground.
The word ‘no’ for many creates a feeling of rejection whether it comes as a face to face decline or an abusive email telling us in no uncertain terms where we can put our direct mail letters in future. Cold selling is probably the most soul draining as it is very hard to stop the rejection from feeling personal when people are abusive or abruptly hang up.
Living in a world of ‘no’ even when you give a great presentation or quick response answers to clients’ questions can come as a real blow due to the amount of time and effort involved in achieving this outcome. As you try to pick up what remains of your shattered pride and plod on to the next customer, you are left feeling deflated and drained of energy as you go through the whole process over and over again.
Then out of the blue, when you least expect it, you hear the jovial word ‘yes’. Hallelujah, you can hear a fanfare of angels rejoicing at your triumph as you lift your head towards the heavens with overwhelming pride. The client is keen, really keen, but there are a few conditions to that ‘yes’. The client would like the product delivered earlier than usual so you ring the warehouse to confirm this but they tell you ‘no’ and you are hurled back down to earth by that dreaded word once again.
You will feel yourself grow more and more disheartened as the ‘no’s’ echo in your ears from all directions. However, the good news is that your attitude is the dominating factor behind a ‘no’ or a ‘yes’ response.
You need to see the word ‘yes, yes, yes’ before you approach each and every client. You need to feel success surging through your veins, see the client signing on the dotted line and see your sales targets being met every single day. If you feel successful, clients will hear success in your voice and believe your message.
One way to build up this confidence is to customize the brain to being in a successful environment. For example, if you have had a particularly large chorus of ‘no’ make sure that you end your day on a positive by perhaps visiting a client who has shown a strong interest and is waiting for you to re-visit. By putting positivity between negativity, you keep a high vibration which exudes through your mannerism, sales pitch and confidence and you clearly program the brain for success.
Always keep a couple of positive leads in your schedule and insert them into your day whenever ‘no’ is becoming too regular and you will see a marked improvement in the way you cope with rejection.
Another good way to keep the orgasmic ‘yes’ echoing in your ear is to build up rapport with your clients. But what is rapport? In a nutshell, it is a way of stopping two pieces of metal from grinding together and causing friction. Rapport is the oil which lubricates the two metal pieces and allows them to work smoothly together without friction.
Something about the way you look
Your first impression is something which should instantly build up rapport even before your initial “Hello”. Present yourself as a polished professional and attract the word ‘yes’ before you even open your mouth. This means clean, pressed, suitable clothing which will enable you to project a positive image to your prospective client. So aim to dress in a similar style to your customer’s attire but just that little bit better. For example, if you are selling to different types of people, wear clothes which can quickly become adaptable. For instance, a shirt and slacks can be dressed up with a tie and jacket when calling on executives and managers but you could lose the tie and jacket when calling on clients who are not part of the executive team.
Make general conversation more interesting
Honestly, how many times have we been asked “How are you?” only to respond with the rudimentary “I’m fine”? Reel your customer in by elaborating on the question with a friendly “To be honest, I’m having a bit of a bad day, I lost the keys to my car, got struck in a traffic jam and ran out of petrol… how has your day been so far?” This offbeat and unexpected way of building rapport shows the customer your human side and a typical day that he/she can relate to and share.
Make ’em laugh
If you have a knack of being able to see the funny side of things, use it. There is no better way to build rapport with someone and clinch that ‘yes’ than when you have broken down those restrictive barriers between client and salesperson and made them laugh with you.
Share and share alike
If you see anything in the person that you have in common, don’t’ be afraid to mention it. For instance, you may have both lived in Spain at sometime in your lives or went to the same school. This kind of connection shows that you are not two strangers meeting for the first time, you actually have many similarities. It is far easier to do business with someone who has things in common with you.
Flattery will get you everywhere
There is no better way to win someone over than with a genuine complement. This shows the customer that you really have taken an interest in him/her and have noticed a redeeming feature which needs to be acknowledged.
Follow the praise with a question
If the client accepts the compliment; encourage him to engage in conversation with you by asking a question related to the praise. For instance, if the garden looks beautifully landscaped, ask who is the one with the green fingers? Showing this kind of genuine interest in someone turns you from a stranger into a friend and it is always hard to say ‘no’ to a friend!
Tell it like it is
Talk to your client as though you have known him/her all of your life. You could do this by saying something like “Gosh, I found it difficult to find your street. For some reason my sat nav decided to take me off the beaten track and I ended up going cross country rather than through this beautiful village of yours” Conversation such as this shows your vulnerable side and stops you from appearing as a cold hearted sales person with little feeling for anything except that sale.
So start turning the word no into a yes after yes after yes by building up a personal rapport with clients and you will always be halfway to clinching that deal.