7 Sales Tips

Tip#2: Connect with your customer

Connecting with the customer is very important. Customers are the ones who will allow you to make a great living. At the same time, customers can become a new friend in the process. There is one important rule to abide by when you're in sales. When you talk to someone, within seconds, they will decide if they like you or not; whether they will gladly put their shield down and talk to you, or just give you the typical "No thanks, I'm just looking". When it comes to making contact for the first time with your customer, you must give them a warm greeting. Always remember that behind every single sale is a person. I highly recommend giving effective compliments. Compliments are very important in breaking the ice with any potential prospect. They open the doors to conversation and make your customer feel good. Don't just say anything; really mean what you say. The best ways to give compliments is by first stating the compliment, then giving the reason you're complimenting, and finally asking a question. For example, "That's a nice jacket! I love the color. If you don't mind me asking, where did you get it?"

How to give effective compliments

State the compliment – This should be something you like or find interesting about them.

Give the reason – "I say this because..."

Ask a question – "How did you...?"

Connecting with the customer is the moment you make first contact and engage. One of the best ways to keep your prospect engaged is by asking open ended questions when you approach them. An open ended question is a question that encourages conversation. For example; "How's the weather?" or "How do you go about purchasing a home?"

Here's my list of favorite questions to ask when you first interact with your customer. These questions will make everything go by smoother and most likely allow you to get a better understanding, of what your customer is looking for which will definitely help when you're ready to ask for the sale! Feel free to customize these questions to fit your sales situation.

"What motivated you to meet with us today?"

"Exactly what are we trying to accomplish here today?"

"Where are you today and where do you want to be?"

"What is the outcome that you want?"

"If this meeting accomplished everything you could possibly hope for, what would that look like?"

Do not ask questions that give you a yes or no answer, known as closed ended questions. Once you have asked an open ended question, treat your customer as if he or she was your friend. Why? People will buy from friends, because they trust them. You need to make sure you ask questions that engage your customer and strike the individual as a personal question. A good thing to talk about is them. Almost everyone's favorite subject is themselves. Find common interests to gain rapport. Building a strong relationship is essential.

Here's something to remember: not everyone processes information the same. What do I mean by that? We all communicate in our own unique ways. Some people are very relaxed and will talk to you slowly, while others will talk fast and don't seem to ever stop talking. There are many senses which we use to communicate to the world; out of those senses, we use three the most: Seeing, Listening, and Feeling. Most people have preferences. There are 4 styles of communication that we will go by to better understand. They are Visual, Auditory, Kinesthetic and Digital. All these personality types are the best way people receive and interpret information. If we can understand these preferences, we will be better able to connect with the customer at another level!

Visual (Seeing): People who talk faster and use many gestures are more visual oriented, which means they learn better by seeing. They care about their appearance and really pay attention to the way things look. To connect with them, use phrases like "Imagine this...", "The way I see it..." or "Let's look into this..."

Auditory (Listening): Individuals who speak with more resonance in their voice are auditory, which means they are more articulate with their words, tend to talk at an average speed, and speak more clearly. To them, words are important. They learn better by listening. To connect with them, use phrases like "If this sounds good...", "To tell you the truth... or "Would you like to hear about..."

Kinesthetic (Feeling/hands on): People who are kinesthetic means they are more feeling oriented. They will talk very slowly, and it seems like they taste every word. They're a lot quieter and tend to weigh things. To connect with them, use phrases like "I absolutely feel I can help...", "This definitely goes hand-in-hand...", "I have a concrete solution...", or "If you can get in touch with..."

Digital: These people are more logic based and talk to themselves (self-talk). They like to read the fine details. They'll ask about the warranty and longevity of the product. Make sure you have a lot of material they can read.

The best way to go about using these techniques is to See where they're coming from, Listen carefully to their tone of voice, and really Feel them out. If they are Digital, you must know your details and be very specific. Be exactly where they're at, and by that I mean enter their world. Remember to be flexible! You must be able to become adaptable in order to successfully connect with your customer. Use their words and be like them. If you're where they're at, you'll get the benefit of them liking you simply because they can relate to you. People who are like each other tend to like each other and this will allow you to establish a strong connection. Make them your friend and life becomes easier!

Summary

● Connect with your customer by using effective compliments.

● Enter their world by using the 4 styles of communication.

● Remember to be like your customer.