Salespeople always say they ‘lost’ a sale when they fail to close it. However, this is often inaccurate – a lot of sales are lost when salespeople try to open the opportunity. If you have 90 seconds to create a great first impression, learn to say what your potential client wants to hear.
We’re not talking slick, slimy, snake oil or any other term attributed to smooth talking salespeople. If you can work out what makes your potential client’s personality tick, you can appeal to their right side. By this we mean buying personality. To do this you need an idea of your clients personality.
Previously personality was the domain of psychiatrists and recruitment companies. There are plenty of ways to analyse someone. But the salesperson can hardly hand their potential client a personality survey to answer before they start building a rapport.
This App is designed to be used by a salesperson on the go, as we salespeople all are. If your client excuses themselves to take a call, grab your phone and start profiling who you are talking to straightaway.
• Personality types – Use this area to prepare yourself before meeting someone. Also, after your initial meeting use the ‘Personality Types’ to make sure you have got your prospective client’s personality right.
• Profile - Use the ‘Profile’ section to prepare for your presentation, or before a meeting with a prospective client, so you can work with them effectively.
• Closing assistance - This is particularly useful before going back to make a presentation once you have met a client. Also, as often as you can, use the ‘Close’ information to end each conversation on a positive note.
• Images – Every image has clues of what to look for in meetings with clients.
Use those minutes before you walk into your presentation. There are several areas you can use to very quickly remind yourself of who you are going to talk to, and what’s important to them. For some this will be a long-term aide to memory sales tool.
For many others it will be a lesson in learning to recognising the personality of the person they are talking too. All successful salespeople need to build rapport with their potential buyer. People buy from people they like. The sooner you can make your potential client feel comfortable with you the sooner you can get into the details.
If you do a good job in the first instance the closing will be easier. If you don’t do a good job of the opening step you don’t need to worry about closing the sale. You don’t get a second chance to make a good first impression.