Coffee’s For Closers!

Get Emotional…

Years ago I was told many great and useful things by my first sales manager (Jeff). He is part of the reason I was able to start Coffee’s For Closers. I would like to discuss a couple things that he told me that I have used everyday in my career.

Jeff told me that we as sales people need to be persistent. Something that I am sure we all know. He told me to model myself after my children and their sales abilities. Now with the cd’s and tapes I have listened to and the books I have read many trainers will tell you that children are the best sales people cause they are very persistent and don’t give up till they get what they want. Jeff put a bit of a different twist on it for me. Jeff pointed out that not only are they persistent but they also put a whole bunch of emotion into their presentation.

When a child asks for something and we tell them no they continue to ask in different ways all the while turning on the emotions. They will start to beg and plead they will cry and they will really get genuinely upset if we continue to tell them no. Now we all know that we don’t need to and shouldn’t cry or stomp our feet in a sales call but why not give it the emotion it deserves. When we get emotional about what we are doing and what we have to offer so will our prospect. Our prospect won’t know why they are so excited about whatever it is that we are showing them but they will be excited about it.

The next time you are out at a public place take a few minutes to sit down somewhere and watch the kids and how they are. Go to the mall and sit next to the ice cream or the toy store. Watch as these parents and children battle it out. Now the children will not always be victorious, but I bet you will see them win a great percentage of the time.

When a child asks for something they ask get rejected, ask again a different way, get rejected again, and this will continue on and on. Do the same thing, ask for what you want if you are rejected ask again for the same thing but in a different way.

So stay persistent, ask the same thing in different ways and remember to use your emotions.

T.K.

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