How do laughing, kissing and closing a sale differ?

Exceptional Sales Performance Monday Motivational Minute

How do laughing, kissing and closing a sale differ?

January 7th 2013
 

By Gregory Ferrett

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Welcome to Monday

While watching the film “She’s the Man” one line stood out to me. Viola, dressed as a man, is coaching Duke on how to get a woman to like him. She says “If you can get a girl to laugh she will fall in love with you...?”

Laughing breaks down barriers

This made me think ... what is it about laughing which changes a persons mind? And how relevant is this to influence in other life activities?

Laughter is one of the few activities which can change the chemistry of the whole body. A hearty well developed laugh provides input into three areas of the body;

Energy

Laughter is the simplest and best way to quickly recharge energy reserves. (You can read more about the energy in the article ‘What can you do when you hit the wall and nothing seems to be working’)

Chemical

When you laugh, you generate a wealth of healing biochemical compounds. Deepak Chopra says “...your body can produce any drug you can buy from your chemist or drug store...” and one short burst of laughter can produce the life saving chemicals which drug companies sell for thousands of dollars. When you laugh your cortisol and catecholamine levels reduce and the left and right side of your brain come back into electrical balance.

Physical

Laughter helps circulate lymph fluid and helps your organs by removing waste products, increasing your body’s ability to fight infection. Laughter also increases oxygen supply allowing your body to generate more energy. Higher levels of oxygen produce a natural ‘high’. Laughter, especially outrageous laughter, can give your body a real workout.

What about kissing and closing a sale?

There are a few high stress activities in life. Two of the items right up there are making a decision to buy something (especially something expensive) and closing in on that first kiss with someone you really like. 

As it turns out laughter affects the brain and body in much the same way to reduce stress for these activities.

One side of the brain is saying “You can do better than this”; or “Lets look at more options before we make a decision”.

The other side of the brain is saying “I like the way the colour will look in the living room”, or “I wish he would just kiss me”.

As the brain considers the statements each side of the brain produces a small electrical charge, one side (+) positive and the other (-) negative, not unlike a battle in the brain, creating stress.  By helping a person laugh this barrier is reduced by discharging the two sides.
 
Viola was right. If Duke could get the girl to laugh her barriers came down. Even if these barriers were raised by months of bad behaviour, a single session of laughter will bring all the barriers down.

The same thing happens in a sale. If a salesperson or business owner can reduce the stress being experienced by the buyer using laughter all the barriers are gone. It is then just a matter of handling the real objections to getting a decision finalised.

Today’s question and action

Laughter is a serious matter. Here are some things you can do to help.

• Be prepared with a series of really funny stories. Like I say to my mother “Never let the facts get in the way of a good yarn”.  Practice them and use them appropriately – you will find people start to respond to you better as you develop your library of humorous stories.
• Join a laughter club. A simple Google search will bring up your local club. Even a few meetings can change your life.
• Examine the blockages some of your sales. You may be surprised to see there is a minor point creating tension or stress.  Make it into a point of laughter, with the joke being on yourself, and the watch the process move ahead.

The more you allow fun into your life you will be surprised at how more people will listen and be influenced by you.

Have a great week!

Exceptional Sales Performance

P.S. More inspiration on our BLOG here.

Reprint permission
Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; greg.ferrett@exceptionalsales.com.au

Selling to the Seven Emotional Buying Styles Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet; the Hustler the Artist the Normal the Engineer the Politician the Mover, and the Double Checker This is one book you will refer to time and again to help you plan sales calls and to close sales.

Buy your Kindle or Hard Copy version here

How can you generate curiosity and keep your clients engaged

Exceptional Sales Performance Monday Motivational Minute

How can you generate curiosity and keep your clients engaged?

November 19th 2012

By Gregory Ferrett

Welcome to Monday

An account manager, during a review of his sales performance and knowing his numbers were down, said, by way of excuse to his manager said, “Richard, I can lead a horse to water, but I can’t make them drink.”

“Make them drink?” Richard retorted. “Making customers drink is not your job. Your job is to make them thirsty! When they are thirsty they will drink.”



The most common challenge business and sales people face is coming to an understanding that selling is not something we do that makes a sale occur – it is something the client does. At some point in the sales process the client decides what it is we are selling will satisfy a need and quench their thirst.

So the question is, “how do you create the thirst?”

Curiosity!

There are four main strategies we can use to create curiosity – and to remain curious through the sales process.

1. Be provocative with questions and statements

 

Provocative questions and statements are the most powerful ways to generate curiosity.

When you make that first call what can we say that is provocative, bold and will shake your client out of their current mind set and pay full attention to you?

You may want to try something like this;

“Hi Ben, this is Greg from Acme Jones Associates. I have a question. I was reading about your company …. and was wondering if you had ever thought…?”

Or perhaps

“Hi Mary, this is Jenny from Acme Jones Associates. I was talking to Merna Balwin of Main Main & Main and wondering if you have experienced the same market challenges as they do?”

2. Provide some of the information

Another challenge business and sales people face is the urge to tell someone everything straight away. I call this ‘showing up and throwing up’. Once there is nothing let to give what value is there in a follow-up call? The key to building and maintaining a long term relationship is to continue adding value with each conversation. If you leave the client curious after the end of each call there is always a reason to call back or to schedule another meeting. Try things like these;

“Hi Mary, we met with Mohammed and ran those tests on the production line over the past few days and I think there may be some serious problems.”

Or

“We have evaluated the supply chain process and compared it to the industry norms in you market sector and found some anomalies.”

These statements tell a part of the information and are designed to stimulate curiosity. A typical response would be “What kind of problem?” or “What sort of anomalies?”

Of course we do not want to tell them all so we move into something like the following;

“Yes – I will get to that. Would you mind if I ask a few questions first?” and move into a conversation with the full attention of the client. Of course we need to share some of the information – but always leave something on the table to come back with.

3. Provide a glimpse of value

In this technique we dangle an idea that could deliver value and then move to start a conversation. It could go something like this;

“Well, John, with just one small change to the manufacturing process you could dramatically improve your return on investment. Would you like me to show you how?”

The response “Sure – what do I need to do?”

“Before I launch into that do you mind if I ask you a few questions?” and the conversation is on its way…

4. Are they a part of the herd

If everyone else is moving in the same direction most people want to know what direction that is. This is classic ‘herd mentality’. Try something like this;

“Well, Mr Jones, we solve a very important problem that most of the companies in your industry have.”

Almost without fail the response is “What problem is that?”

Today’s questions & action

Curiosity is a powerful tool to get conversations started. Here are some ideas to get you started.

1. What are the most unusual applications for your service or product?
2. Call your best clients and ask them the question “What is it that keeps you buying from me / us?” or “What are the key problems / issues our product solves for you?”
3. Turn the question around and ask yourself “If I were being called about my product or service what would the person need to say to grab my attention?”

Use the answers to these questions to create conversation starters. Develop the habit of creating curiosity and you will always have a valid reason to call on your clients.

 

Have a great week.

Exceptional Sales Performance

P.S. More inspiration on our BLOG here.

Reprint permission
Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; greg.ferrett@exceptionalsales.com.au

Selling to the Seven Emotional Buying Styles Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet; the Hustler the Artist the Normal the Engineer the Politician the Mover, and the Double Checker This is one book you will refer to time and again to help you plan sales calls and to close sales.

Buy your Kindle or Hard Copy version here

 

Are You In Business or Show Business?

Exceptional Sales Performance Monday Motivational Minute

Are you in Business or Show Business?

October 8th 2012
By Gregory Ferrett

Welcome to Monday

 

 

Early in my sales career I sold the Pitney Bowes range of mail handling equipment. I was planning a major demonstration for one of my prospects and had all the equipment setup. Darien, my sales manager, asked me to demonstrate to him what I planned to present to the prospect.

Darien taught me two vital lessons for people in sales or business that day.

Lesson 1- Take the ordinary and make it extraordinary

Folding invoices and stuffing them in envelopes has to be one of the most boring jobs imaginable. Darien, however, taught me how to load paper, envelopes and brochures with great flair. When he started the equipment folding, inserting, sorting, and franking the mail it was as if he were on the stage.

The first lesson he taught me was the importance of taking this boring activity and make it exciting. He taught me to have fun feeding the paper into the equiopment and use creative ways of describing what was happening “Here is the form the Robinson family will use to purchase that new frying pan from your store” I would say as the machine sucked up the next sheet, folded it and stuffed it in the next envelope.

Lesson 2 - Actors get paid to perform. Sales people get paid for results

With the smoothness of two actors we put on a show for my prospect. The key difference to acting is we were performing not for applause but to influence and motivate someone to take action, to purchase the equipment we were showing off.

The second lesson Darien taught me was I was paid to sell and not for my acting ability. Acting was only to make the solution we were offering look easy and exciting; it was the rest of the sales process that won the business.

Who you focus on changes the outcome

Sales Demonstration of a Robot

Research tells us people spend almost all of their time thinking about themselves, their problems, and their own business. No matter how exciting the performance or smoothly a presentation to a prospect goes, the moment you leave their office their world crowds in again as the telephone rings or the next sales person calls. 

It does not matter what level in an organisation you call on, from the CEO down, every person you speak to is a human being. They have emotional drivers just like every other person on this planet. They think about themselves first and almost all of the time.

It is how you control your own feeling of self importance and focus on the emotional green and red buttons of your customers and people you want to have influence with that will determine your ability to be successful in your endeavours.

It would be great if you were paid on your ability to present. What you are paid for, however, is your ability to help others see the way the world could be if they used your products or services and close the sale.

Yes, you are in show business. Showing the way life could be and helping people see themselves in the scenario you act out. It is your show business that drives your business. 

Today’s question & action

The greatest actors are the ones who get inside their characters and become that person. The next time you get ready to present ask these three questions.

 

• What are my prospects emotional green and red buttons?
• How can I present the potential new way of doing things in an exciting way which will allow my prospect see themself using my solution? 
• When I present my product or service am I addressing my clients needs or stroking my own ego?

Have a great week!

Exceptional Sales Performance

P.S. More inspiration on our BLOG here.

Reprint permission
Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; greg.ferrett@exceptionalsales.com.au

Selling to the Seven Emotional Buying Styles Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet; the Hustler the Artist the Normal the Engineer the Politician the Mover, and the Double Checker This is one book you will refer to time and again to help you plan sales calls and to close sales.

Buy your Kindle or Hard Copy version here

Can Work and Life be One Big Party?

Exceptional Sales Performance Monday Motivational Minute

Can Work and Life be One Big Party?

October 1st 2012
By Gregory Ferrett

Welcome to Monday

I turned up at a function a few weeks ago and offered the standard fare of cheese, dips and a drink. The atmosphere was dry with little conversation. I was surprised as it was supposed to be an evening to sell investors on the organisation. 

All of a sudden the atmosphere changed. The key presenter walked in with a big smile and a manner infecting the room with energy. 

I have known this presenter for some time, and in his private life he is a bit dry and not at all someone you would pick, at first glance, to be an ‘upfront’ person. 


So, what made him different at this function?

A strategy for fun

One of the easiest and most cost-effective ways to build strong customer relationships is to develop a business strategy around fun. Mary Poppins puts this very well. In the song, ‘A spoonful of sugar’ the opening line goes, “In every job that must be done there is an element of fun, you find the fun and snap! The jobs a game.” 

If you enjoy what you do your customers are going to enjoy doing business with you. If you find your work tedious you need to ask the question ‘what can I do to add a spoonful of sugar?’

People buy from People

Work and life need to be fun

Nearly every relationship study shows the number one most important reason people like to be with people is they are FUN to be with and they establish an emotional connection. People enjoy being with people they like and trust.


This is true for everything in life and especially in business. You may have a deep passion for a particular topic. While having a passion is good, turn this passion in to the only thing you talk about and you will gain a reputation for being intense; perhaps a bit of a bore or, worse, a zealot. Business owners and salespeople often get so caught up in what they sell, solving problems, meeting needs and identifying benefits that they forget to be the kind of person someone wants to be with and do business with. 

Even if your client introduces a topic you are passionate about resist the adrenaline rush, listen to them and keep focused on enjoying being with them.

What about frivolity and foolishness?

Fun is about creating good feelings, not behaving in a way you’ll later regret. If your business is selling circus acts and entertainment your approach will be different to selling safety equipment. Leave university pranks and tasteless jokes at home. Even better, put them in the garbage bin. 

Try turning foolishness in to fun instead. For example, if you dress up as a turkey to pass out information about safety you will probably not be taken seriously. However, dress up a turkey in a business suit and you have a very different message, “If you get gobble-gook from your safety consultant try calling someone who puts it in words you understand”

Finding Fun in the Ordinary

Try to find humour in otherwise uncomfortable situations. Even tedious tasks such as making a cold call can benefit from an injection of fun. Most people hate making cold calls and most people, if not all, don’t like receiving cold calls. One thing you can do is acknowledge this and have some fun with it. Jokingly say to your prospect, “Don’t you just hate it when you get a cold call.”


One thing I do, when making calls to new organisations, goes something like this:


When the telephone is answered by the receptionist I listen carefully for their name (If they only use their company name this technique can work even better). I muster up all my positive energy and say, 'Good morning Alcoa Reception, what a great day it is!'


I am continually surprised at how this statement, said in a positive way, injects energy into the person I am speaking with. All of a sudden I am having a positive and energetic conversation with someone I have never met before. As a consequence they assume I normally deal with someone at the office.

Use Discretion

I had a caller last week who was obviously using a script. I like to have fun with these sort of callers. When they came to the part where they asked me, “How are you today?” I made up a story.

'Oh, I am just off to my wife’s funeral as she died when a drunk driver crashed into her car with both of our children in the back seat who are now in intensive care.'

The caller responded by saying, “I am glad to hear that, I am good as well.” 

Not all situations call for light heartedness and not all people are receptive to jokes and anecdotes. If you are in business or a salesperson you always need to use discretion. Fun should be used as an appropriate response. If you’re faced with a client who’s in trouble and you start trying to make light of the situation your attempts at having fun are going to backfire. 

What made the presenter different at the investor function? They arrived with a spoonful of sugar, a positive feeling and a few great ‘one line’ statements ready to be said with enthusiasm. They walked in purposely and with confidence lighting up the atmosphere wherever they were. 

So, can work and life be one big party? Perhaps not all the time but if you turn your work in to fun it makes life so much more interesting.

Today’s question & action

During this week write down three energizing questions you can use with prospects or people who walk in to your business premises and practice using them. Ask yourself; 

• What is it about your business or work environment that is fun?
  
• Which words and phrases can you use to inject energy in to your relationship with other people?
  
• When you walk in to a room what is one thing you can do to electrify the atmosphere?

Having fun and enjoying your work is the first step in building strong lasting business relationships.

 Have a great week!

Exceptional Sales Performance

P.S. More inspiration on our BLOG here.

Reprint permission
Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; greg.ferrett@exceptionalsales.com.au

Selling to the Seven Emotional Buying Styles Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet; the Hustler the Artist the Normal the Engineer the Politician the Mover, and the Double Checker This is one book you will refer to time and again to help you plan sales calls and to close sales.

Buy your Kindle or Hard Copy version here