Flexing and flowing was a prerequisite of coming to work each day.
Without the ability to flex and flow we are unable to overcome a buyer’s objections. Yet, when we flex and flow we will be able to meet the needs of the buyer and get their order. Also, buyers notice when we are dealing with unfortunate situations. They notice how we deal with them. And, if we flex and flow buyers will often give us the benefit of the doubt and buy to show they approve by buying.
Confidence- When you go to a prospective client with the right questions, the right approach, and enough confidence to tell them with absolute certainty what to do they will almost always buy what you are selling. You must have absolute confidence, at all costs. If you have confidence, you will be able to sell with total domination. As sales representatives our job is easy. We simply need to find out how the prospective client wants to pay and take their preferred form of payment. Running a credit card or processing a check is easy. The difference between a client purchasing or not really comes down if we have what it takes to get the job done.
Knowledgeable- I left this last because in my opinion it is the least important trait. You must know your product. You should know about your competitors and you really need to understand the market. But, being extremely knowledgeable is seldom going to make or break a deal. Being able to answer the most common questions and give direction to prospective clients is all you really need. In fact, it is often good to be right up front with a client when you are at the end of your knowledge but that you’ll be happy to figure the answer out with them. Remember being likeable, learning from mistakes, flex and flow, and absolute confidence from above? This is the perfect situation to turn them on and by admitting you are going to be learning with your client is a great way to get on their side. I worked with a great salesman who really knew nothing about our product-an Internet business software suite. He really knew very little about computers and the Internet at all. What he did know was how to make friends, how to get them to like and trust him, and how to close. He was almost always one of the top deal producers, regardless of his lack of product knowledge.
Summary- Remember these key characteristics as you learn and adapt your style of closing. You should always be aware of how much people like you. Take each interaction with a client and learn something to use the next time you meet someone like them. By flexing and flowing you’ll be able to still get deals even when times are less than optimal. Most important of all use your experience and personality to close as many deals as possible. Never be the A-Hole sales guy or the used car sales person walking around in the plaid suit. Most of the time we have the ability to at least meet some of the buyer’s needs. We can use our personality to carry on a conversation on some remotely mutual subject. As we gain their confidence we will also gain confidence. In the mean time fake it. Once we master that we’re ready to start really closing.
(c) 2009 P. Ross Weber
http://www.inyourfaceclosing.com
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