In the Mood to BUY! Lift Their Spirits and You Will Always Be Welcome.

Article Date: May 22, 2006

Great salespeople put buyers in good moods. Why? Because that's when people make positive decisions about you, your goods and your services. Picture a Tom Hanks or a Jay Leno selling your product/service . . . interviewing, interacting, enjoying each other.

Here are 7 ways to elevate your buyer's mood:

Raise his/her self esteem.

Example: "You obviously have a huge job. How do you keep on top of it?"

Don't be afraid to use a little humor . . . preferably self-deprecating.

Example: "I was so excited about this meeting I almost plowed into the car in front of me in the parking lot."

Smile! Sounds Corny? Psychologists tell us that smiling is the single-most powerful, non-verbal signal we can send, in any language, to build trust!

Hint: We often forget to smile when we are nervous . . . like on a sales call. Relax, enjoy the game and smile!

Listen! The ultimate gesture of respect.

Hint: Tests show most salespeople talk 81% of the time. OUCH! Reverse that ratio and watch your production increase . . . substantially!

Repeat! That's right, now that you have kept your mouth closed and listened, summarize what you just heard.

Example: "So, if I have heard you correctly, the big issue on the table is logistics."

Then sit back and watch the buyer nod his approval of your insight, support and empathy. It's a sure thing.

Show Passion and Enthusiasm. Passion and enthusiasm are contagious. There is no need to go over the top, but you must, repeat, must breathe energy into the room!

Example: "Mr. Client, this is exactly the type of challenge I relish! It is right up my alley!"

Close the meeting on the upbeat. Make it personal.

Example: "Mr. Client, this assignment is personally very important to me. If I am given the chance to work with you, I promise to exceed your expectations across the board."

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