I always write and focus heavily about Value. The reason being I believe many factors create a successful sales person, but none more important than creating, or communicating value.
We cherish what we value, and when we value something we will climb out of our comfort zones and standards, and bend our own rules when we feel there is an object we value. Think how you sneak out of work to spend time with your kids or significant other we value. We will switch around our standards and principals when something we value is at hand and we want to have it.
Value Is Created In The Relationship
1. The First Impression
When you first greet, and then meet a potential client you mean little to them. As you walk up the smile, or lack there of on your face, wardrobe, cleanliness, and looks are going to create their first impression of you. After this initial impression your appearance creates they are going to think in their head of what kind of value you will provide them in their search for a new car. They may not value your profession, and assume the worst. Who cares what they value your profession at, because you are going to prove them your value.
Make sure you greet everyone in the party with a smile. Make eye contact with everyone, smile, firm handshake and after you get their name state your first and last name while you shake their hand. This is a habit/trait of a confident person; and remember people want to deal with confident people. Confidence proves, I Can, I Have, and I Will Again. A professional greeting will buy you value points in everyone’s mind.
2. Be A Professional In Your Industry
This same customer who is judging your looks, and has little value for your profession is in for an eye opener. When you as the Valuable Professional takes control of the scenario, they are on your ride. They get to pick your brain, fire away questions, but you are the one leading them around. By asking the right questions you will lead them to what they have explained to you in a painstaking way what they want. You use your communication skills to provide value.
Now you create ultimate value in yourself, profession and ability. Not only did you have a excellent greeting with good eye contact, a firm handshake, and made everyone in the party feel comfortable. You then lead the party to find what they told you they wanted. Now you have the opportunity to win over and captivate everyone with your knowledge of the vehicle, creating value in your product, your knowledge, and yourself.
This is where from here on out this customer will value your time, profession, abilities, advice/recommendations and your quality of life. They will want to buy more vehicles from you as well as send family and friends with a solid valuable recommendation so you and your family can have a more full life. This is now a business relationship where they value your time and opinion more than the product. This is where your value outweighs any price, or competition.
Know Your Product and Know Your Customer
When people are spending money they want their questions answered. They don’t want to hear; I don’t know, I’m not sure, I think so, Probably. These are all answers that scream “You just asked me a question and I’m going to answer it with a Yes/No hybrid that has no clarity. Customers hate this and it does not create any value in yourself, product or abilities.
1. Answer Questions With a Positive Note
When people ask you questions, utilize this opportunity to prove your knowledge and create value in yourself and your product. Give them reasons why the vehicle has this safety feature, how competitors skimp on the same feature and then create value in how this specific safety feature will keep their family safe. Make this safety feature they asked about differentiate your car from the competition. Use these questions to prove and resonate your value to them when it comes to buying A Car!
2. Overcome Their Ignorant Questions By Enlightening Them
We all go crazy when a customer asks the same questions over and over. We think to ourselves “if they’re going to ask questions why don’t they remember the answers?” Unfortunately ladies and gentleman, these are traits of buyers. And guess what? Buyers have the leverage, and have control because they are spending Their money. You have to learn to lead the process, but make them feel like they are. Ultimately “he who has the gold, makes the rules.”
Always remember to put and keep the customer first. Like my late grandmother June Walsh always taught “Do unto others as you would have them do unto you.”
Now go out and get a customer, create an experience and feeling and Create Value in yourself and the product you sell.
Another motivational Blog Post written by Noel S. Walsh I. Creator, Writer, Lead Trainer, Principal of NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating of Ann Arbor, MI and St. George, UT. “You don’t know what it’s going to be, and that’s a beautiful thing.”