One of the fellows who inspired my book, “Mr Shmooze,” likes to tell his salespeople:
“If you know a customer’s passion, and pay attention to it, you can find the key to any client’s heart.”
And do you want to know what is so great about people, which presents aware salespeople like us endless relationship growing opportunities?
The almost infinite amount of passions our clients have! All we have to do is ask.
To prove this point, at the end of my workshops, I like to ask people to describe their passions. Here is a sample from some of my notes:
- Dirt biking
- Classic cars
- Running marathons
- Fantasy football
- Special Olympics
- Children’s hospital
- School boards
- Stamp collecting
- Watching Netflix
The list goes on and on. People are absolutely fascinating . . . they are so diverse and they are always passionate about something.
One of our jobs as salespeople, is to find out what our clients are passionate about and to join them, whenever possible, at that special place in their hearts. Nothing but good can come from connecting with our clients relative to their passions.
This week, review your client and prospect list and see if you can name each person’s passion.
And a great way to find out is to ask the following question:
Client, you obviously have an intense position here. What do you do in your spare time to recharge your battery?
Once you find out, feed those passions with books, articles, bulletins, events and by introducing them to like-minded people over lunch or via common emails.
The power of this type of outreach is incredible!
Most of us have experienced the humor of Monty Python over the years via their movies and TV shows. I am a big fan, so when I saw that one of the group’s preeminent members, John Cleese, was coming to town for a one man show, I jumped on the opportunity. I am glad I did, because he reminded me of some very important lessons on presenting and selling.
The stage was empty except for a stool. The lights dimmed, a voice announced Cleese and he walked out to the center of the stage. He let the applause die down and then he said . . .Read more
Have you ever wondered why some people are so darn likable?
You know the type . . . you are at a party meeting new people, everyone is a little uptight, and along comes someone who you immediately relate to, who makes you and others relax, who you walk away and later say to your husband/wife/date . . . “I really liked that Bob. He was really nice.”
What’s going on here? It could obviously be very helpful to us as salespeople to understand as much as we can about this phenomenon. So let’s see what makes someone so likable. Read more
Psychologists have long known that small commitments can lead to big commitments. In one research study they asked homeowners to place a big campaign sign in front of their houses. Most of the homeowners who were being asked for the first time declined. However, most of the homeowners who already had said yes earlier and had small signs on their property agreed to place the big signs.
The idea is that when buyers begin to make small, positive commitments throughout the selling cycle, it is enormously helpful when the time comes to close the deal. Read more
I am a big proponent of sales training. It goes without saying that a salesperson must have absolute command of the pivotal benefits of his products and services to be credible and compelling when communicating with buyers. And to the extent he can pick up some new ideas and selling techniques from a training platform, all the better.
But after many years in and around the selling profession, do you know what I have found to be the most powerful developmental platform of all? Read more
People often ask me when it is best to present when competing in a proposal process . . . first, middle or last. The answer, if you can arrange it, is last. The reason is based on something psychologists call the “recency effect.” Read more
The other day I walked into a burger joint after working out (figured I had earned it). I still had my workout clothes on and the kid at the counter said, “Do you play basketball?” I said, “I played in college a thousand years ago.” He said, “Well it looks like you are still playing . . . you are in great shape.”
Bam! I don’t know whether the kid had been trained to find a way to make a compliment or was being spontaneous but guess what? It didn’t matter. I skipped out of the restaurant feeling better than when I had walked in. From one simple sentence.
Dale Carnegie has sold over 10 million books on winning friends and influencing people. Do you know what he recommends if you want to be the most popular person in the world? Read more