Guest Post By: Gary Michels
The other day, someone asked me, “What makes a customer or prospect have confidence in the person selling to them?”
First of all, you must believe yourself, that you along with your product/service, are the absolute best choice for that particular person. My self-talk goes something like this: “I am the best salesperson, working for the best company, with the best products and services, for this person, at this time.” Psyche yourself up with this kind of self-talk. Once you do this, you’ll be well on your way to successful selling.
Besides self-talk, video record yourself giving your presentation. Listen to it once with your back to the screen. This way, you can hear exactly what you say as well as how you say it. The next time through, watch it with the sound turned down. This will help illustrate how your body-language speaks to others. Do you have any distracting habits like adjusting your glasses or twirling your hair?
In addition to improving your self-talk and your confidence surrounding your ability to sell, there are a few other things you can do to establish confidence in you from the folks who are soon to be your customers.
1) Write an article or story about your company or yourself, what you are doing to help others, and what results/benefits those people received.
2) Get a prospect to help you in your presentation. Maybe they can pass out materials or ask for directions on how to get to the appointment.
3) Be as prepared as possible. Don’t be fumbling with papers, tripping over your verbiage, or moving with a tentative step.
4) Tell a story about you helped another client or maybe even film one of your happy clients with your phone sharing briefly about their success with you. Then show this video to your prospect.
5) Carry a printed list of people who have worked with you in the past and share where appropriate.
6) Have “Champion Letters” on hand. These are testimonials from some of your most loyal customers. Try to have one letter that addresses each one of the objections you may get during the sales process.
7) Get a referral and then ask the person who gave you the referral to personally introduce you or call ahead and put in a good word before you make the final contact.
8) Let your clients know you are not part of a “fly by night” company and that you make a point of having regular contact with your customers.
9) Lastly, make people feel that you truly care about them. There is no need for “commission breath”. You should come across as someone who really wants to help them achieve.
If your prospects trust you, they will eventually buy from you. It is all about that confidence that they MUST have in you that will determine your success. Pick at least one of the items on the list above and put it into action today. Continue using that idea and bit by bit it will become second nature to you. The more you practice, the more you will be ready for your sales presentation. Soon, without thinking about it, you will be instilling confidence into your prospects.
Gary Michels is a co-founder of Southwestern Consulting. He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.