From the author:
Trust thanks to pictures and stories
How this builds up with the trust through storytelling exactly, in detail, goes, I would now again show by an example. Because it is clear: With disinterest or egoism, you do not arouse confidence and sell nothing.
In a seminar, two extremely different participants faced each other in a practical exercise: one - the salesman - was highly motivated, powerful and inspiring; the other participant who was to play the customer was objective, calm and concerned with information. He spoke rather quietly and was a reserved person.
Pursuit instead of coming together
Fortunately, these two gentlemen separated a table. Because the salesman sprayed with energy and enthusiasm about his actions, that he - half-sitting, half over the table bent - the customer more and more accommodating.
His counterpart, with his chair, inevitably moved farther and farther backwards and began to tilt lightly against the wall (you know that from your school days.) He was watching him.
What is missing: adaptability
You can imagine that our seller has not been commissioned in this scene. Although he was really a very lively and enthusiastic guy, he had, contrary to the expectation of all other participants of the seminar, also paid attention to his counterpart. Later on in the feedback discussion, he stated that he had noticed the backward movement of his customer.
However, he could not implement this observation: the necessary adaptability was missing! He had tried to achieve his goal with his own kind, without even taking a small step towards his customers.
Less is more
Here a little restraint would have been appropriate, a little more flexibility. With a little lower volume, for example, and with a slightly lower power level, the seller would have had more success.
Of course, as a salesperson, if you're a quiet guy, it does not make sense to keep up with the pace of a very busy customer, you probably will not, but with a little "guts to the gap," you can increase your speed a bit to move with your customer on a comparable level.
Trust through visual language
Another important aspect of adaptability is your language of product and price argumentation: It should convince the customers of you and your product and build confidence.
This succeeds if you speak clearly and clearly (yes, dear customer, the product is just right for them because ...), formulate rather positive than negative (not: "We can not do that.", But: "We can do it ... ") and use a pictorial language. The customer can feel better imagine, was passieren wird, wenn er erst mal Ihr Produkt in Händen hält.
Enclose yourself as a whole personality
In addition, in this way you can clarify complicated relationships and give the customer the last purchase incentive that he still needed. When an entrepreneur confronted an ad salesman in a large newspaper with the objection, "With the plethora of ads, ours is sinking.", He replied, "If you put the ad in the way I offered, it will be so pleasant like a lush green tree in the desert. "
As a complete personality you can be part of your sales talk: bring the humorous and the serious part with you, the loud, the soft, the strong, and why not the weak part. If you are reasonably authentic, attentive and responsive to your customers, you will soon be closer to your sales target: a loyal customer who is happy to buy from you regularly.
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