Sales - Making the Connection

What if sales were nothing more than simply connecting with people? What if it weren't about failing, rejection or even money? What if the bottom line of you making a sale was really a simple matter of whether or not you could make a connection with the client?

Suppose for just this moment, that your boss has stressed that your next sale was not about selling at all. That just for this next sale, all you had to do was connect with the client in a way that would leave him/her feeling heard. That all you had to do was make sure that when you walked out the door, the client was glad to have met you and felt somehow impacted by you. In exchange for your ability to do this, only for the next supposed client, you would be rewarded with a large monetary bonus. Imagine that scenario for a moment and then picture how the sales call might be different from any others that you have been on. What would you do differently knowing that the actual purchase had no bearing on your reward?

Even though this seems like an outrageous scenario, it should be set up this way, because ultimately it isn't the product that is going to sell...it is you. Although that may sound alarming at first, the good news is that if you can focus on this, your job will actually be easier.

Think about how many details loom through your mind as you enter a sales call. Your brain scrambles to remember different numbers, products, while trying to stay focused on why they need your service and why they need it from you. On top of that, somewhere down deep, you know that you have to come across as confident, intelligent and personable. No wonder first time sales calls are so overwhelming!

The truth is that your brain, even those especially good at multi-tasking, can only think about one thing at a time. It may bounce from topic to topic in a very short period of time, but it only has the capability to think about one thing at a time. Given that information, if you enter a sales call with masses of information running through your mind, you will no doubt be flustered as you begin the call. Perhaps you have mastered a smooth way to cover it up, but the conversations continuing in your head may take away from what could have been a successful sale.

So, how do you shut that off?

1 - The first thing you have to realize, is that no matter what you are selling, no matter how good the product is, no one is going to listen to you if you don't believe in it yourself. So if you do, then good for you...first step is accomplished. Now take a deep breath and realize you have the confidence you will need to sell your product.

2 - The next area of focus is confidence in your ability to sell yourself. Most salespeople were hired because of their ability to sell themselves. Have confidence in the fact that your boss knew exactly what he/she was doing when hiring you and remember that no matter what you think of yourself, this is not what the other person sees.

4 - Find relief in the fact that you now only have one thing to sell. Not a lot of different products, different sizes, and different prices....all you have to do is sell yourself.

3 - Creating a connection. This is simple and will be what is needed to close the sale. How many times can you recall leaving a store or turning down a vendor, due to the service or lack of, that someone was providing? Surely you have walked away from even the best deals, simply because you lost faith in the person selling you. In most cases, it not about the money, but instead, about justifying the expense. And if you can sell yourself as believable, trustworthy and confident, then you have already made the sale.

Some things to keep in mind as you begin to sell yourself:

1 - Believe in yourself. Imagine yourself having a relationship with this person before you even have it.

2 - Make it a game. I am going to make a new friend. You did it in the sandbox, many, many years ago, and are quite capable of it now.

3 - All facts can be found out by simply looking at a piece of paper, but getting to know you, will have to come from the heart, so keep your focus on that.

4 - Be prepared with things you would like to know about the friend you are about to make.

5 - Listen. If you do nothing else, be a listener like you have just been given the gift of hearing. They will give you all the cues you need to know how to meet their needs...so listen. Take notes if you have to, but listen in a way that enables you to retell things that they have told you.

In the end, it will come down to assuring your client feel that they'll be taken care of. They want to know that no matter what happens, they are in good hands. And they are, aren't they? So don't leave until they know it. Don't leave until you know that when the door shuts, they will remember you in some small way. That connection, is what will make the sale.

Lesley Moore is President and Owner of LifeScope, Life and Executive Coaching. She specializes in working with individuals in transition, empowering them to create a life they love and with professionals to help them bridge the gap between expectation and performance. She is a Freelance Writer and co-author of: 101 Great Ways to Improve Your Life. Lesley graduated from the University of Maryland with a degree in Journalism and is certified through the Coaching Training Alliance, which is recognized by the International Coach Federation. For more information about Life and Executive Coaching, visit her website at http://www.LifeScopeCoach.com