How To Get Prospects To Say Yes

Have you ever been forced to choose between two products? We’ve all been there – you’re standing in front of the cooler trying to decide which bottled water to choose. You make a quick decision, for the one that strikes you first, but little do you realize that your decision was made before you even stepped up to that cooler…

Factors like celebrity endorsements, packaging, and other forms of advertising affected your decision. How many times have you doubted your subconscious, only to find out you really should have listened it to begin with?

When selling, you have every right to be concerned with perceptions on both sides of the selling equation. It’s important to pay attention to how others perceive us from the very first contact whether it’s in person, over the phone or something that’s written. The message you’re sending could be worlds way from the one you actually want to give off.

UCLA did a study on the initial impression clients had of a salesperson they ended up purchasing from. 10,000 product purchasers were asked: “Thinking back to when you said yes to the representative, what were the reasons that you did? What comes to mind?” The responses might not be what you’d expect.

Seven percent of those 10,000 people said “yes” because of the representative’s product knowledge. Thirty-eight percent said “yes” because of voice quality and the words they used. However, 55% said “yes” because of the first impression–the way the salespeople walked in and carried themselves. They had an aura of confidence in the product and their ability that led the client to trust them and then make the purchase.

What you can’t forget is that the moment a potential customer first lays eyes on you they instantly start to gauge you emotionally. Of course, this is done on a subconscious level. They’re not outright thinking, “He’s slouching. He ‘s probably having a terrible day.” Or, “Her shirt has a stain on it. She can’t possibly be prepared to help me.”

It’s much less direct than that. It’s their reaction to your body language, your voice or how you use words.

Here are some simple subtleties you can work into your selling style to increase the chances your prospects will say “yes”:

• Give them the impression, both verbally and with your movements, that you’re ‘on their team.’ If you’re meeting in person, stand slightly beside them rather than face to face. If on the phone or using written word, imply the following: “I understand how you feel.” Or, “I’ve been in that situation myself,” as long as it’s true. This adds a feeling that you’re an ally, rather than the enemy salesperson.

• In long distance communications, pay attention to their vocabulary. Try to match their level rather than talking down to them or using words that are too casual for the situation.

Sales can be quite entertaining if you just let it… Challenge yourself to send exactly the messages you desire in both word and action.

Then, work on seeing how quickly you can connect with each client you meet and work to serve their needs in the manner they will best respond to.