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Knowing yourself - the more you get to know yourself, the more you understand the sources of your limitations - the more you understand the source of your fear. Identification is the first stage. As mentioned many times on this log, solving the problem is never the problem - seeing it, is. When you see it, you can choose differently in the future.
As beliefs and attitudes are like muscles, the more you choose differently in the future, the more your limiting belief's power starts to dissipate.
Very simply don't use it and you lose it!
Knowing your product - product knowledge is very important, that is a given. But there is more!
How you respond when you don't know the answer to a question posed by a client is even more critical. Bluff and forget about any future in sales or be humble and endear yourself to the client.
"I don't know the answer to that but I will find out immediately and get back to you" is the power option. Remember you are human and so is your client. As long as you respond immediately and get the answer, no damage done. Also if your client see's you as a person of authority your forced act of humility brings you closer to their world. Rememebr, people like people that are like themselves.
Get caught bluffing and you are history.
Knowing when to leave - this has to be one of the greatest challenge for sales people. As there is a direct link between our physiology and our psychology, knowing when to leave is quite simple, sharpen your senses, open your eyes; the client's physiology should be directing your moves.
I have chose to leave some sales situations after two minutes based on the persons physiology - but returned later to secure the deal.
People buy when they feel most comfortable.
Knowing your client - as the saying goes, it is essential you have walked a mile in the client's moccasins to truly understand what you are dealing with.
Empathy is essential.
Enjoy!
Posted by Kevin Kelly at
October 14, 2004 10:40 AM