In today's sales environment, having the most product knowledge and the best pitch or presentation can only take you so far. What really makes prospects and clients eager to buy from you is the amount of love they feel from you.
Yes—love.
While most people think that love has no place in business-and especially in sales—the opposite is true. Love is like a magnet. The more of it you show others, the more you'll attract positive outcomes (in this case, sales).
You don't have to woo your clients with candy and flowers. Rather, you need to show compassion and be genuinely interested in the other person. These emotional factors carry a lot of weight in today's selling situations. Savvy salespeople know the value of love and display it to their clients daily. Here are three ways you can, too.
1. Acknowledge prospects and clients.
It's common for clients to go with a more expensive product or one with fewer features simply because they like the salesperson. If that doesn't make sense to you, consider that the greatest human need is to feel appreciated. Especially in today's technology age where person-to-person contact is often limited to emails or texts, developing a real bond with others and showing love by acknowledging them is more important than ever.
For example, Tina sold merchant credit card services. There was a large company she wanted to get in with, but the decision-maker continually told her no—that he was happy with their current merchant services provider. Still, Tina continued to follow up with him, taking the time to talk about things other than her product. When his birthday rolled around, she sent him a funny, yet tasteful, singing telegram. He called her on the verge of tears, thanking her for the kind gesture and revealing that no one—not even his wife or kids—remembered his birthday. The next day, he signed up and became one of Tina's best clients. A little acknowledgement goes a long way.
2. Help others-with no strings attached.
Zig Ziglar once said, "You can have everything in life you want if you will just help enough other people get what they want." The same is true in sales. The more you help your clients—without expecting anything in return—the more business you'll receive. Show your love by doing things that help people in their business and in their personal life. Recommend other companies-even your competitors—if you aren't the best fit for their needs. Introduce your clients to businesses and individuals they may benefit from knowing. And above all else, do something nice for your clients, just for the sake of being nice.
For example, Phil sold radio advertising for a small station. One of his prospects owned an advertising agency that bought ad space for large national companies. Each time Phil approached his prospect, he was told that his station was too small for their large accounts, which demanded higher ratings before committing to advertising. Phil knew his prospect had an eight-year-old daughter, as did he, so when he won four tickets to a One Direction concert, he asked her if her daughter would like to join his family to the show. The prospect was thrilled, but she suspected that Phil would expect her business in exchange. He assured her that he simply thought her daughter would enjoy the concert. So she took Phil up on the offer. While the prospect didn't buy from Phil, due to her need for higher ratings, she did refer to him some colleagues who were looking for radio advertising time, and many of them bought, ultimately resulting in more business. By giving without expecting anything in return, Phil got paid handsomely.
3. Treat prospects and clients like friends.
The next time you meet with a prospect or client, show them love by treating them the same way you'd treat your friends. Let them talk about things that interest them, even if it's not about what you're selling. And when you discover something they enjoy, find a way to help them get what they want.
For example, Chris was a successful call center technology salesperson who drove a sporty new Corvette—a gift he bought himself when he reached a major sales goal. One day he learned that a prospect he had been calling upon for the last few months would be in town for a conference. He knew the man was a car enthusiast, so he offered to pick him up from the airport in his Corvette. The prospect agreed. When Chris pulled up, he immediately noticed the big smile that came across the prospect's face. Without missing a beat, Chris asked, "Hey, would you like to drive it?" The prospect jumped at the opportunity. As they drove to the prospect's meeting spot, the conversation was about everything but call center technology—cars, sports, food, etc. Chris treated his prospect the same way he treated his friends, and the next day the prospect called and asked Chris for a detailed proposal for his products. A few months later, the deal was closed-and Chris had not only a new client, but also a new friend.
By Pam Lontos and Troy Horne
Pam Lontos and Troy Horne have written and recorded the song "Love is a Magnet," which shows how positive thinking will lead to increased sales and improved teamwork and productivity. Lontos is president of Pam Lontos Consulting (www.PamLontos.com), and is a past vice president of sales for Disney's Shamrock Broadcasting. Horne is an award-winning singer-songwriter who has appeared on Broadway, NBC's The Sing Off, and Star Search (www.TroyHorne.com). To download "Love is a Magnet" for free, visit www.LoveisaMagnet.com.