You know yourself, that there are sales people who seem to have the Midas touch, they can sell anything to anyone!
So how do they do it?
There are many tricks of the selling trade, not least recalling names, and details about your client so you can ask about progress with family or business matters when you meet again several months hence. How to ask the questions that elicit YES answers so when you are ready to close a sale the client is already in 'YES' mode and much more besides, but it all boils down to one thing!
Building a personal rapor with your client.
If you look at the sales people you cannot say NO to, you'll get some clue as to the true hidden power behind selling. One of the tools is to endear yourself to them, by getting a little personal. Share a little story about yourself and speak freely with them about the news of the day or whatever diversion from the product comes up during a sale as things do come up! When a rapor is established people find it VERY hard to say NO, when their new best friend makes them an offer.
Watch how prospects DO the same thing with you.
The more personal you get with them, the better 'deals' they will negotiate out of you! You will give more, do more and for less with those clients you 'like'.
Think about how you behave with different clients and see if this isn't right.
I know the sales people I would give all my business to in the past were the 'sales rep who told me about his recent heart operation'. The clients I gave the best service to were the one 'in pain constantly due to her poorly knee' and the 'cheeky joker' who would get everything knock down price.
Clients can sell you just as you sell them.
Work on your personal skills and be personable!
A great book to read on establishing rapor can be found in 'How to win friends and influence people' by Dale Carnegie. Every sales person should read this book!
It will not only help you with sales it will help you with making friends and networking and so much more. I am not on commission for recommending this book, it just happens to be one of the most useful books I ever read!
tweet this!
