Tag Archives: Sales

Got change? You better!

What can you absolutely, 100% count on every time?

No one likes change.

And you are in the business of change. You are in the business of encouraging your potential clients to make a change in their lives, to go into a state of not working with you to a state of working with you. That change involves doing new things and the exchange of money. Two things that people have a tremendous amount of resistance around.

You are an agent of change. It is incumbent upon you to be a force of change in the lives of your clients. You must understand that they do not want change. They may need your business. They may need your help. They may be committing professional suicide without you and know it and still not hire you because they are afraid of change.

Gandhi knew that the British had to leave India. Doctor King knew that race relations had to change in America. Agents of change change the world but they are never met with open arms at the time of change – only after the change has occurred. You have to be comfortable with the fact that your potential clients may not greet you with open arms. You must help them through the fear and uncertainty that always accompanies change see here now. You must lead them. You cannot expect them to lead you. They may resist. They may use words to discourage you. They may use words to describe you, to discourage you from helping them as an agent of change. They may say things like, ‘you’re being pushy, you’re putting pressure on me, you’re making me uncomfortable.’ When you hear these things, you know that you are headed in the right direction.

You only need to adjust your strategy so as not to trigger their fear mechanisms to the point of complete resistance. Walking your potential clients through change is like leading them through a dense, dark jungle. They may want to turn and run back the other direction. But keep encouraging them, keep working with them, because you know a few steps away is the most beautiful landscape that they’ve ever seen. Here you can find a lawyer if you need consultation about bankruptcy. They will forget about the difficult journey getting there and appreciate the fact that you had the courage to encourage them through their fear and take them to this new place of a beautiful business landscape. We all appreciate Gandhi and Doctor King today for the courage they had in leading their countries through the dark forest of uncertainty to a new place of a greater world. That’s what you do when you don’t sell out on your potential clients and keep encouraging them beyond their fear and yours.

Please, take advantage of me.

Remember that having a sale is sort of like saying come and take advantage of me.  The people who are attracted to work with you because of sales are not doing so based on loyalty.  They are not doing so because they really, really want to use your product because they believe in you.  They are doing it because you’ve enticed them.  It’s sort of like the kid in elementary school who handed out candy bars so people would be his friend. And they really, really like him until the bag of snickers is click this site.

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Generating sales based on dropping your price is not attracting your best customers.  Attracting your best customers takes more time, takes patience and it takes commitment and faith, it doesn’t show up immediately. Visit lovetopivot.com.  Apple computers sold more expensive computers than anybody else because they were determined to create customer loyalty not just to push boxes with wires out the door. How do you generate customer loyalty?  That’s what I do.

The 30,000 decisions of your customers.

Let’s say you’re selling some new software for lawyers that makes being a lawyer easier than any other law software out there. You can’t wait to show all the lawyers who, once they see it, you’re sure, will buy it. You can almost feel the fine leather seats of your impending Maserati as you walk into the first law office ready to make your first sale.

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Before you can even fire it up on the laptop the head of the firm asks you one simple question, “Are any other lawyers using this software?” You go blank for a moment and try to tell him how it’s new and that…sigh. A few moments later, you’re in the parking garage staring at your Camry wondering what happened.

So why did that lawyer want to know if the software was being used by other lawyers? Wouldn’t it be better if NO other lawyers were using it so he could have a leg up on the competition? Yes it would be but that’s not how humans make decisions.

The average gainfully employed person over 35 makes about 30,000 decisions every day. From the moment he wakes up until he sets his alarm clock before going to bed, he is making choice after choice after choice. Just like a muscle, the brain gets fatigued making all those individual choices so it looks for an easier way to do so. Think of it this way, if you had a pencil factory and you needed to move 30,000 pencils from one room of your warehouse to the other how would you do it? Would you pick up one pencil, walk it over to the other  room and then go back and get another one? Absolutely not. You’d put them in boxes, stack the boxes on a forklift and drive them over en masse.

Your brain is looking to do the same thing. You drive to work five times a week by pulling out of your subdivision and making a left. On Saturday morning you head out to the gym by pulling out of your subdivision and making a left. Unfortunately, your gym is in the opposite direction so why did you make the wrong turn? You did so because your brain stuck that decision in a box with a lot of other decisions that almost always get made in the same way. It’s playing the averages to reduce its workload. If your brain had to qualify every decision individually you’d be exhausted before noon.

So, let’s get back to the lawyer and why you’re staring at a Camry instead of a Maserati. A hard working lawyer, while still making the same number of decisions a day as you, probably makes more individual decisions that can’t go into a box.  If you go on decision autopilot and pull out of your subdivision the wrong way it’s no big imposition. If a lawyer goes on decision autopilot, his innocent client might end up in jail for 20 years.

So the lawyer employs a “tribal” kind of decision shortcut. She wants to know if the other folks in her tribe have done the work of vetting this product for her. If other lawyers are using it, and especially if big expensive lawyers are using it, then she doesn’t have to go through the trouble of making all the decisions that are required to evaluate it. We all rely on our tribespeople to shortcut our decision-making. We ask our neighbor who cuts his grass. We ask our brother-in-law who built his website. We ask our best friend who delivered her baby. The more important the decision, the higher we go up on the tribe scale to seek advice. We may ask the owner of our neighborhood gas station to suggest a good place to buy tires but we wouldn’t ask him for a suggestion of a good brain surgeon to remove a tumor. For those kinds of very complicated and difficult choices, we turn to our most trusted tribespeople to help us with the heavy lifting of such an important decision.

So now you’re at another mymarvelousmaids office and you get the same question. This time you lie. “YES,” you say, “we’ve sold this software to some of the largest firms around the country!” This brings up a rather complicated issue regarding the truth and how best to use it to serve everyone. Is it a good idea to lie just to sell a product? On average, the answer is no. The answer is especially no if the software you’re trying to sell top the lawyer is really just an old copy of Pac Man. However, if you have a product that you know conclusively is top notch, will do amazing things in serving your customers and just needs a little push to get it into their hands then you have to look at the conversation very differently.

When the lawyer asks, “Are any other law firms using this software?” What she is really saying is, “I’m concerned that I might make a bad choice in purchasing this.” When you respond, “Yes, a lot of law firms are using this,” what you’re really saying is, “I know that you’re concerned but I know for a fact that this will be a very good decision.”

So while, yes, you lied to make the sale, the fact is that this law firm will be better off and more profitable with your software than without it.

Another way to get around this tribespeople decision shortcut is to let her know that, while her direct tribe has not signed off on this software, that similar tribes have. An accounting firm uses it. A product research company uses it. Other companies who have professional people making important decisions use this software. You are now letting her know that even though her people haven’t bought in, her kind of people have. Now you’ve expanded the circumference of her tribe. It’s no longer just a lawyer tribe, it’s a professional business people tribe.

Your best bet is to do research before you go on a sales call. Use LinkedIn and Facebook. Determine all the different tribes your customer is a part of and how they connect back to your product. Perhaps she’s an avid cyclist. She plays tennis. She’s a mountain climber. She’s a sharpshooter. Draw a circle around her and the other people indicating that her tribe has already accepted what you’re selling as valid. You want to go on a meeting armed with a lot of information.

If you don’t know who you’re meeting and you can’t do research, take a look around their office. Do they have trophies, plaques and citations that indicate the tribes in which they participate? Add credibility to yourself by announcing that you are a part of her tribe. You’re an avid cyclist too. You play tennis. You don’t rock climb but you do ski.

Clearly, being a part of your customer’s tribe doesn’t guarantee a sale but it does move the needle forward. The more connections you can make between you and your customer, the less decisions they feel they need to make and the further down the path to closing a deal you go.

Attractiveness and Likeability

So let’s look at some bottom line truths about selling.

Bottom line: People prefer to say ‘yes’ to individuals they feel like they know and they like. How do you get people to say ‘yes’? Increase your overall attractiveness and likeability. People tend to say ‘yes’ to those who have a certain level of physical attractiveness, they feel have a level of familiarity with, and, simply, they like. So to increase the ‘yes’, you need to increase those three factors: attractiveness, similarity/familiarity, and likeability.

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How do you become more attractive, likeable, and familiar? Simple. Let me say this about physical attractiveness. Physical attractiveness has, what we call a ‘halo effect’, that extends out to a believability about other traits. In other words, people who were judged as attractive are also judged as smarter, more compelling, and thought to be more trustworthy. Find hvac servicing service near me .

Now in terms of familiarity or similarity, we simply like people who are more like us. And we are more willing to subconsciously agree and say ‘yes’ to people that we judge are like us. You always want to look at points in which there is similarity between you and the person that you’re selling.

To increase your likeability, find common elements which you share. Do your research. What are they like? Look on LinkedIn, look on Facebook. What are they into? What do they enjoy doing? What’s their heritage? Are they hard-working? Do they take a lot of vacations? Are they travelers? Are they health enthusiasts? Which of the myriad of things that they participate in life do you also participate in? Bring up and accentuate those factors during the sales process to increase likeability, visit themoxiemaids.com to know more.

We have all felt at times that we aren’t are best selves. That’s okay, dust yourself off. You are shinier than you think.