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<\/a>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?<\/p>\nWhen 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\u2019s 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.<\/p>\n
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.<\/p>\n
Seven percent of those 10,000 people said \u201cyes\u201d because of the representative’s product knowledge. Thirty-eight percent said \u201cyes\u201d because of voice quality and the words they used. However, 55% said \u201cyes\u201d 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.<\/p>\n
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\u2019re not outright thinking, \u201cHe\u2019s slouching. He ‘s probably having a terrible day.\u201d Or, \u201cHer shirt has a stain on it. She can’t possibly be prepared to help me.”<\/p>\n
It\u2019s much less direct than that. It\u2019s their reaction to your body language, your voice or how you use words.<\/p>\n
Here are some simple subtleties you can work into your selling style to increase the chances your prospects will say “yes”:<\/p>\n
\u2022 Give them the impression, both verbally and with your movements, that you\u2019re \u2018on their team.\u2019 If you\u2019re meeting in person, stand slightly beside them rather than face to face. If on the phone or using written word, imply the following: \u201cI understand how you feel.\u201d Or, \u201cI\u2019ve been in that situation myself,\u201d as long as it\u2019s true. This adds a feeling that you\u2019re an ally, rather than the enemy salesperson.<\/p>\n
\u2022 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.<\/p>\n
Sales can be quite entertaining if you just let it… Challenge yourself to send exactly the messages you desire in both word and action.<\/p>\n
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.<\/p>\n