Emotion has on a large effect on a person’s behaviour and by learning how to identify the clients feeling will help you provide a suitable solution. By changing the client’s emotion you may be able to help the client see your solution more clearly without the emotion that controls their behaviour.
E- Motion is contributed/created by motion
Several tips to help change or deal with emotion:
Change the client’s position- If they are sitting ask them to stand, or if they are standing ask them to take a seat. By changing the client’s body language the emotion will also change.
Ask the client several questions to lead them into a positive emotion. For example ‘sir I want to confirm your name is it john?” answer is “yes”. Several questions like this will help the client become more positive.
Use your volume to diffuse situations or anger. Slowly lower your voice.
Slow down your speech to help clients breathe and panic less.
Ask questions to help change what is on the clients mind.
Experience + MEANING= Feeling
Change the meaning of the situation for the client and the feeling they have towards it will change.
To many business people, the belief is that honesty pays, but not enough. To survive in the cut throat world of business and sales, many feel that they need to lie or bend the truth to get anywhere in business.But is that the case? Does being deceitful, dishonest and untruthful in sales and business really the answer to gaining success? In this article I am not just referring to small amounts of dishonesty or bending the truth, I am talking about all types and degrees of dishonesty no matter how big or small they are.There is no such thing as a white lie. A lie is a lie.
Any type of dishonesty is created by greed for dishonest gain. Greed leads many business owners and sales people to lie. But you may justify by reasoning that “its business” and “business is business”. Many sales people even put the responsibility back on to the customer, saying that its the customers end decision and “let the buyer beware”.
But, can a theif justify his robbery by saying “let the victims beware”? Of course not! Same with in sales. If a salesperson is dishonest and makes a sale, they are just as bad as that theif. Both the thief and the salesperson have been dishonest.
The theif is dishonest by taking someones possessions without their permission and not telling them. The salesperson is dishonest because they sold the customer a product and not told them the truth about the product. The salesperson sold the product knowing all too well that if the customer knew the truth, they would not have bought the product in the first place.
Yes, honesty in business and sales may require greater time and hard work, but the satisfaction and joy from honesty and truthfullness far outweigh that from dishonesty!
But is this view realistic? Can salespeople who need to meet weekly targets follow it? Well yes they can! To illustrate, lets use an example of an employment placement coach whose job it is to place all types of people into employment, even those who are not the most preferred people to employ.
When you are advocating a candidate for a job, you may find it pays to be honest and upfront with the employer in the beginning. If you hide the negative points about a job seeker and just focus on whats good about them, the employer will be trying to evaluate them and the reasons as to why they are unemployed.
Not only that, but if they actually get the job and their negative side is seen by the employer, it will not only affect the security of their employment but also affect the employers view of you and any other candidate you recommend to the employer in the future.
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There are a number of steps to make in effectively cold visiting a prospective client.
1. Get into the right frame of mind
Never go out and sell a product/service to a business if you really are not feeling up to it. Business people can sense any disinterest, unenthusiasm or tiredness from you and they are likely to imitate you and be disinterested themeselves. So make sure before you go out, you clear your mind, have a cup of coffee, prepare your material, and go out. Make sure you are also comfortable too. If it is a cold day, wear warm clothes, if it is a hot day, then you would do well to well cooler clothes.
2. Prepare yourself
Make sure you have all the marketing material on you, and that you are ready for any objections that you may come up against. I would suggest writing up a document thats titled “Frequently asked questions” which you can hand to the client to remove any suspicions or misunderstandings they may have.
3. Briefly learn about the business you will be visiting before you go out.
Employers appreciate people who have a good knowledge about their company because this shows that theyve gone out of their way to understand the possible needs of the company and it shows enthusiasm.
4. Presentation is key
When you go to reception and ask for the manager or business owner and they ask what you are here for, mention that it is a business matter and you need to speak directly with the manager. I would suggest however that you call before hand to arrange an appointment, but sometimes that can be hard if you are trying to sell something, getting through the gatekeeper can be very difficult in many instances. One option is that you call the business before hand and say:
“Oh hi ________ my name is _________ from __________ and I cant find the business card of the manager/business owner anywhere, are you able to help me? I need to contact them”
When you go into the business I suggest not mentioning your last name and ask to see the manager in a direct and assertive manner.
So you have been successful in getting through the gate keeper and the manager walks out from his office. Use the following script template and change to suit yourself accordingly:
Hi _______ I’m Matthew from ________ I apologise for coming unannounced, but would you be interested in knowing how ____________________”
(This part is when you mention the possible value the business can epect to get, and if they are interested, then proceed with you sales pitch. If they arent, move on. There are plenty of people out there who would be interested)
“The reason why I came to your business is that I felt our product/service would be of interest to you because ________________”
(When you are mentioning why you feel it is of interest to them, mention how your product/service can save their company value and money, tailoring your sales pitch specifically to their business.
“What are your thoughts?”
(Now you have the chance to answer any questions/objections)
And that is pretty much it, if you have got to that stage, you can either sell your product then and there or leave information with them, grab their contact details and ask to follow up in a few days once they have reviewed your product/service.
1. Base all your images and information around your target market.
Your target market is the customer base which purchases your products. Take into account their age profile and income group. Older age groups have different preferences as opposed to younger age groups. Income is also a strong dependant on how important price and value will play in determining a successful sale or not.
2. Identify your competitor’s marketing activities
Improve where they fall short. In engaging in marketing and advertising activities, too many businesses fail by copying their competitors in the hope of gaining a slice of the market share. Competition means choice and availability for customers. Show your customers that you can offer the same services and products of your competitors but better and offer more value. Where your competitors fall short, make it your greatest strength.
3. Engage in networking activities and generate contacts in the industry
It”s not what you know that gets things done, it’s who you know. Networking not only generates business friendships, but it also creates awareness of you and your business. Improve your body language and build rapport with other individuals in the industry. Find people in different industries and let them know what you do and why you are unique. Create awareness and build contacts in the process.
4. Re-design your brochures and other material you present to clients to be unique and attractive
It isn”t good to judge a book by its cover and the same is said for businesses. But unfortunately businesses are judged by their “outward appearance”. Your brochures, website, business cards and other material you use to present to clients should be outstanding in appearance and attractive.
5. Create a website and promote it through social networking sites and internet advertising
The internet is now a major preferred medium by businesses to search for service providers. By listing your organisation on blogs, social networking sites and through web advertising, you can create a strong awareness. Pictures are also great to illustrate what you do. The saying goes that a picture paints a thousand words.
6. Offer packages to suit high income and low income groups
Try and be all things to all businesses. If need be, roll out the red carpet and go the extra to show that you want their business and will work out a package that is both economical for you and provides great value for your prospective client. Sell the benefits of consuming your product, not just the product itself.
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