Recently I had the pleasure of listening to one of my CEO clients give a sales meeting pep talk. His theme was the psychology of the sale. It is perhaps the most important factor in moving TOWARD the close, rather than AWAY from the sale. Unfortunately, many sales people continue to over look the psychology behind the sale in favor of repeating the same mistakes, always resulting in no sale.
There are FOUR ELEMENTS that move a sales person to CLOSE THE SALE.
1. First are the factors relating to the impact of our sales messages. According to long-standing studies there are three important parameters which determine the impact of our message.
In matter of importance and percentage of significance they are:
Rather than working from the words within, it is more important to start with the external physical presentation. (55%) Is your body language open? Does it express your confidence in the product or service you’re selling?
Your voice quality (38%) comes in a close second to your body language, and is particularly important to those of you who use the “phone” as an integral part of your sales process. Knowing that standing up projects your voice and sometimes enables you to gain control of the communication, why do you continue to sit down while selling over the phone? Increase your effectiveness through proper pitch, pace and articulation in your speech. If the majority of your sales occur as the result of a phone call, the quality of your presentation is all in your voice.
Lastly, the study indicated that words (7%) have almost no influence on the impact of the message, yet salespeople continue to use just that – WORDS—without support from the two more important elements: body language and voice quality, or sales tools.
2. The second important psychological element is the four very distinct personality styles of your customers and clients. Every day every sales person encounters one or more of these communication styles and rather than adjust the presentation to the client, the sales person sells the way he or she wants to be sold. You may already be familiar with Meyers-Briggs, D.I.S.C. or McQuaig, yet do you really know how to recognize the client’s style and then communicate to that specifically? In most cases, probably not. Based on my years of successful sales experience, I know with absolute certainty that you can increase your profits a minimum of 10% simply by closing clients using the technique of applied personality/communication styles. If you are not familiar with Meyers-Briggs, D.I.S.C. or McQuaig, contact me for further information. It’s never too late to learn about personality styles, and then watch your profits reflect your increase in knowledge.
"Chuck . . . you are an inspiration of hope even in a economic down turn. We have taken your suggestions and have chosen to NOT take part in the recession. By taking the high road, we are now are now one of the top Ford dealers in the United States!"
Brandon Smith
Spikes Dykes Ford
