Salespeople are always looking for a one-shot button that will guarantee a closed sale. Of course, we all know there is no single button that will work on all people at all times. But here is one fact that will help you close more sales, today:
People always believe non-verbal over verbal clues.
They look for what you’re not saying that will enable them to find out more about you. They do this by picking up non-verbal clues and this can work either for or against you.
You’re in the business of getting people to like you and trust you as a salesman or woman. Your words can be sincere and convincing. But unintentional non-verbal signals can create the death knell of any sale . . . doubt!
The key to success is to be totally consistent in the message you’re trying to get across.
This means every detail has to align in a way that says exactly what you want it to say . . . and nothing else.
The way you answer the phone. Your tone of voice. The way you smile (your eyes speak volumes by the way). Whether or not you return phone calls as expected. If you dress appropriately for the situation. The way you treat employees or waitresses. Whether you show up when promised. Whether or not you follow through with a promised favor. All of these clues and more convey a message of who you really are.
You must to be consistent; this means all the time. Everything about you must be doing useful work in getting your message across. If it isn’t, it’s working against you.
Evaluate your sales presentation routinely or have someone else do it for you. Then ruthlessly eliminate all the weak points that don’t contribute to your message. Get rid of the baggage and unnecessary clutter that can creep into your presentation. Clean house. This includes both verbal and non-verbal elements. Do it today!
And remember: even if they believe your words they can still doubt your message. People always believe their own non-verbal clues over what they are hearing from you. Be consistent in every aspect of the message you’re giving them and don’t give them any reason to doubt you.
You’ll close more sales, effortlessly!
daniel w. jacobs
(c) 2009-2020, all rights reserved
Very simple and often forgotten and or overlooked point in making the sale!
Comment by Curt Wilson — September 2, 2009 @ 11:32 pm
Dan, Excellent points to remember. Very much in agreement. Thanks, Dave
Comment by Dave Collee — September 3, 2009 @ 12:50 pm
An EXCELLENT article, very pertinent, very original!
Comment by Cary Kilner — September 4, 2009 @ 5:10 am
This article is masterfully written as a presentation of truth for all to live by. It was meant to be crisp, simple, and straight to the point. Perhaps it was also written for you to wake up and face your worst enemy… YOU.
As individuals (and as a society), we have overburdened ourselves with being too critical of others rather than to focus within ourselves, therefore we have become unsatisfied within our own skins because of generations of misdirection and forgetting our own powers of self awareness simply lie within easy reach.
The article is a gentle, yet firm reminder for us to get back to basics, recognize common truths, and to apply them CONSISTENTLY in daily living. Everything else will undoubtedly fall into place.
Comment by Eddy Curtis — September 4, 2009 @ 7:00 am