When you are in sales, especially 100% commission sales the process until the sales is closed can be quite stressful. All the work and time you invest is in vain until the contract is signed and the customer leaves with the product. There will always be many obstacles and objections you will face and need to overcome in a way that makes sense to the customer. Through the whole process there is one thing you need to do no matter what “Keep Asking For the Sale.”
“Don’t take anything Personal”
When you are in sales, the customer is automatically going to put up a wall. This is their natural defense mechanism. The customer obviously came in to look at, and eventually buy your product or a like product from your competitor. There are huge survey’s and stats that prove most of the time the customer will buy the product from the Sales Person they like, trust, and feel the most comfortable with.
The key is to build a relationship with the customer with out them feeling like you are acting fake. Be yourself, don’t use tacky lines like “this car is all you” or “look how great you look in this car.” Customers aren’t stupid and will see right through this. Find common interests and common ground right from the beginning and continue to build off this the whole way through.
DO NOT get your feelings hurt when customers are rude, or chop you down at the knees through the Relationship Process. This is their natural defense mechanism to keep you at bay. Instead shrug it off with a smile, keep your cool, and keep going after common ground and building a relationship. Eventually they are going to give in, see your true sincerity, and let you into their world and open up honestly.
“Make the Process Fun & Enjoyable”
In all my years of selling cars, once I got it figured out my customers couldn’t wait to come back and do it again. They would change their buying cycle from 4-5 years to 18 months. The reason being; they were addicted to the Noel Walsh show. They couldn’t get enough of my honest passion talking about my family and our vacations and adventures. I would remember and show true interest in the things that meant the most to them. I would ask about their kids, kids activities, their hobbies, job, and their life in general. I was truly interested and they loved talking about the things they care the most about. I had my customers addicted to the process that went along with them buying a new car, and they knew not only were they getting a new car, going to feel good about themselves, they were also helping the well-being of my family and my success.
I turned a “Painful Experience; spending money” into a “Truly Enjoyable Experience; comradely and friendship.” Not only were they bettering their current car situation, they were helping me support my family, and grow Professionally. They got addicted to the process.
“Have A Plan and Stick With the Plan”
Do what works over and over, the same way, every time to every customer. The old line “If it ain’t broke don’t fix it” is right on. If the responses you get continue to create success don’t change it. Do what you’ve always done. A customer is going to have a pre-conceived notion of how and what’s going to happen. The customer is accustomed to the way you handle your business. Keep this the same as it creates familiarity and a comfort zone they feel good about doing business in.
“When someone is comfortable in a normally tense situation, they are more apt to go with the flow in a quick and timely manner.” Have you ever had a customer commit to the deal, you get the delivery and consummation of the deal set up for the next day and all of a sudden they cancel the deal and “Flake out?” Of course you have, we all have. The reason being there was something they just weren’t 100% sold on, there was a little insecurity in the process. If you done these same deals 100’s or 1,000’s of times you should know not to let this happen.
Do the same thing that works over and over, and until the deal is done “Keep Asking For the Sale.”
Another motivational Blog Post written by Noel Walsh the Creator, Lead Trainer, Motivator, and Consultant for NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating. “You don’t know what it’s going to be, and that’s a beautiful thing.”