If you were to empty out your pockets and bags at this very moment, I’d hazard a guess you’ll have two or three electronic devices to hand. I’d predict these items are smart phones, tablets and laptops.
Such devices are now essential and the market is ever increasing. What makes us choose a certain tablet over a competitor’s is how the device is sold to us by a human. Put simply, behind every sale is a person.
The psychology of why a sale is made is fascinating. Legendary sales gurus Spencer Johnson and Larry Wilson wrote in The One Minute Sales Person that ‘people buy for their reasons, not ours’ and that ‘people buy trust and service’.
The problem, of course, is that there are still many less-than-ethical IT sales people out there skimping on the trust and service. Targets and the pressure to seal the deal have increased, as the economic times get tougher.
The customer wants to be respected and made to feel very important – at all times. Below is how to develop key facets of selling successfully.
In order to make your sale successful, it’s essential you talk and communicate clearly. In fact, research from Harvard University has found that the best skill for a successful life is the ability to talk to each other. If you’re in sales, don’t baffle your prospective customer with technical language if they look like they want to run a mile during your pitch! Keep it simple.
Also, please listen to your prospect! Sales teams are guilty of talking fast, in a fairly scripted manner. If your audience has a question, let them ask it, as it’ll demonstrate you’re a good listener and can think on your feet.
Modern sales teams need to remember to connect on a human level. Take a few minutes to discuss your contact’s personal interests and hobbies, as this will help build solid working relationships. If you only connect on a cold, business level, you’re in danger of losing the sale due to losing the person.
As a seller, be sure to communicate the real and accurate value your product will add. In the training and certification scenario, provide case studies and evidence on how a new program will support productivity, moral and profitability in the workplace.
Overall, drawing from my experience, business is serious, but people often are not. Show your friendly and human side during a pitch; wean yourself off of your PowerPoint dependency and make the person-to-person sale. Good luck!