Call it, "having a nervous breakdown." It's the anxiety that
salespeople experience that eventually results in cold
sweats, and sometimes, shaking and uncontrollable
stammering. If you don't learn anything else in your career,
if you learn this, you've learned one of the most important
things that you could possibly learn... Never get
emotionally involved in the sale!
Sure, we want to sell the automobile... but,
if we don't get the sale, it's not the end of the world. You
are not going to sell one every time, no one does. If the
customer senses that you are so emotionally wrapped-up in
making the sale, they will work you over harder. Like sharks
that smell blood in the water. Never let the customer
realize that you want the sale so badly that it's affecting
you emotionally.
Learn to think of yourself as an "in-demand"
technician. A skilled professional who does exactly the
right thing as a reaction to whatever is happening. The
reason that you're so calm is that there's nothing that the
customer can throw at you that you haven't already
considered and rehearsed in your mind. You're in control at
all times.
The reason salespeople get scared is because
they are not in control. They are not in control for one of
a number of reasons that probably could have been avoided.
The fear of failure is something that afflicts everyone at
one time or another. We want to make the sale and now, but
the customers are acting as if they may not take the
product...
That's scary! The worst thing that can happen
is that they might not take the deal. That happens! What you
need to consider: Have I done everything that I can possibly
do to close this deal? Have I done my job correctly? Have I
used all of my sales skills? Have I presented the automobile
properly? Once you've answered "yes" to each of the above
questions, that's all there is! The worst thing that you can
do is to reveal to your potential customer that you're
desperate. Desperation will blow the deal. There are a great
many sales managers that would do well to learn this lesson.
No matter how badly you want the deal, you can't let the
customer sense it. Were you properly prepared for the sale?
That's the long and short of it. There is never an excuse
for a fully prepared sales professional to be in a position
that allows emotions to get in the way. When you know your
job, backwards and forwards, there is nothing that will
scare you during the course of a sale. What scares a
salesperson and why:
A. Poor preparation for the sale
B. Fear of failure/not closing
C. Poor self confidence
D. Poor sales skills
E. Doesn't know the product well
F. Doesn't know the inventory well
G. Intimidated by the customer
H. Can't handle objections well
I. Poor power posture
Contact Jim at 800.726.0510
|
