I am a classic country music fan. I love the ones that tell a story. I usually learn something or can at least relate to part of the story. It’s even better if it has a catchy tune, with an easy to remember line or two. Kenny Rogers had “The Gambler” It was all these combined. I took those catchy phrases and here is what they can teach us about sales.
Reading People’s Faces
I’m not sure I’ve ever been able to see if anyone is out of ace’s, but I have been able to read some things in their faces. Those of us coaching teams and individuals to close more sales will often remind you being quiet and staying still in silence is really important. I have heard lots of people tell me they don’t know what to do in the silence. The silence makes them uncomfortable. I’ve even had them tell me they sing or count to themselves while they wait for the customer to respond.
Try instead to read their faces, or watch their movement through your proposal. Where do they choose to linger on the pages? What are the questions they ask? This is reading people. It’s very important. It’s not about you. It is about what is important to them. What kind of hand have they been dealt? The best part about sales compared to “The Gambler” We can always ask, “Do you have an ace?” Rather than being on opposite sides we can help the customer build a better hand.
Know When to Hold Them
If you are presenting a product or service you need to know what to show and what to hold. If you take a list of features to your potential client and just start spouting out facts and figures you are going to lose the hand. Hold back on sharing all the things. Only share what is important to the problem you are solving or the benefit the customer can truly see as a result of the purchase. You can always pull out additional cards for the client when you see a new problem or additional benefit you can add.
Know When to Fold Them
It’s important to understand the client’s situation. All the features or benefits in the world won’t make a difference unless the customer has a want or a need. So if you haven’t discovered a true need, and don’t see a positive return for the customer. You may need to fold them. What I mean by that is this; don’t bombard them with information and proposals if you see no benefit for them at this time. Fold the information, put it away, and build the relationship until you see where you can offer help.
Never Count Your Money
Once you find a need you can serve. Focus on serving the need. Hear the situation, listen, and approach how you can solve the problem. If you put your proposal together based on what’s best for you (count your money) you won’t have the best opportunity to succeed. Instead, focus on the best solution you can assemble for the client. There will be time enough for counting when the deal is signed.
Know What to Throw Away and What to Keep
Building a territory and book of business is difficult. You must be diligent about building relationships and sharing insight. I understand some information and meetings seem fruitless. You may get a lot of no’s, but throw them away. If you are gathering information and ask for the name of the CEO. When you get the name keep it and record it in your records. Let’s assume the next sentence is “But, we aren’t interested” throw the “not interested” part away. The chances are slim the person supplying you information like a name will know what the CEO will be interested in for the company. Keep the factual information, and throw away the opinions or the guesses that sound like “no’s.”
Every Sale Can be Won or Lost
Every sale can be won or lost. It really depends on the information you gather, how well you listen, and how long you are willing to wait. I believe it is possible to win the business of your dream client. I also know you can lose it a few times before you win it.
Conclusion
I’d rather make sales than gamble. But, I think we can use some of the lessons here. Gambling has some luck to it for sure, but it’s more about what you do with what you have. The best of all world’s for me might be listening to “The Gambler” while I make sales efforts.
>>>>Love reading blogs? Interested in more material like this one? Sign up for my newsletter today… Click here
>>>>Want to step up your sales game, but need help on where to start?? Join the community! Check it out …Click here
