Act Like They're Going To Buy
Look, you need to treat the prospect like a buyer—treat everyone like a buyer. One of the biggest errors made by salespeople—especially experienced salespeople—is the supposed ability to determine who is and who isn’t a real buyer. I don’t care what the situation they told you is—no money, no budget, they got tax problems, and they’re not the decision maker—treat the buyer like a buyer. Treat them like they WILL buy from you.
If it’s going to be, it’s up to me. Don’t make them wrong and don’t talk negative about them. Instead, look for signs that they are a buyer. Regardless of what they say, look for evidence that they are buyers. When they start saying they don’t have a budget or that they want to wait I survey the prospect for all the signs that they bought in the past. Maybe he has a watch on, a shirt on, or the house is nice—I collect evidence. The evidence demonstrates ability and history of buying and being closed. Every person is a buyer.
Here are Three Things You Can Make Your Prospect as Buyers
1. Always know you can come to an agreement—No matter what the customer is saying I’m going to maintain that we can work this out. When there’s a will there’s a way. Let’s find a solution. You need to have a mindset that you can reach an agreement and that means removing all negativity. Remove everything that is negative from your environment as though it’s a disease that kills—because be assured, negativity does kill.
People spend billions of dollars per year trying to protect their bodies from diseases but will spend nothing to protect their minds from the endless viral infections of negativity—we can’t do that, you can’t do that, that’s not real, and there’s no way and on and on and on. Newspapers, TV, and radio are the disease carriers and cancers of the day. Confidence about coming to an agreement in the close regardless of what you are hearing is critical. Maintain that posture of, “we can make this work”.
2. Always smile no matter the outcome or the objection—Learn how to pour on a smile not just when you are winning but also when you are losing. It’s not just about having an internal positive attitude—it has to manifest itself physically. Get comfortable smiling. I used to know a guy who did smile but it was never genuine. You can tell when someone is really smiling and when they are faking it
When you see babies they are always genuinely smiling. The 6-month old smiles and melts everyone in their path. You need to practice this. Practice smiling in arguments, disagreements, when you don’t get your way, or receive poor service. Smile big and smile always. Why buy a $1K suit and hide your teeth? Smiles melt resistance more than any words can. It’s easy to smile when you are getting your way. Can you smile when you are being challenged? Smile so much that people ask you what’s your deal.
3. Always maintain a positive demeanor—I’ve had people who I’ve worked with who told me that a deal was impossible. Maintain a positive, professional, can-do, no problem attitude throughout the negotiations. You can’t always control what is happening around you but you can control how you respond to what is happening to you. When you are negotiating and closing it is critical you control your head regardless of the customer’s attitude and how they’re acting. If the buyer is negative and you become negative it will get ugly. One of you has to be positive. That’s got to be you. It makes you more attractive. Negativity always surrenders to the positive. This has to be practiced. Drill difficult and ridiculous customer situations so you will be ready to react positively.
Selling requires you to treat everyone like buyers. Maintain positive traits—inwardly and outwardly—and know you can always come to an agreement. If you put into practice these things you will be far ahead of most salespeople.
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