Ever see a successful salesman who did not have much of a personality? What about a sales guy who’s quiet? Although they are a strange phenomena, there are some serious reasons why they are a Closer without the typical Closer persona.
We have this inner perception of what a salesman looks, acts and talks like. Often times, that perception is wrong. Some of the most powerful closers I know are quiet, humble and caring people who genuinely mastered their craft in order to better serve those in need.
That’s what it’s really all about anyway. Being the best salesman you can, in order to close those who need your services the most.
According to what we learned in school we have 5 senses. However, recently I read an article that said we really have 9 senses. One of those 9 senses is intuition.
With intuition we have a deep down, unfounded reason to believe or simply know that something is right for us. The problem is, most of us have stopped trusting our gut. It’s funny, the million times in your life that your gut helped you, can be halted by the one time it is wrong.
This halting keeps humans from having the desire to make a decision. Because, once a decision is made, the person who made it has to live with the consequences. Good or bad.
A good salesman knows this up front. He’s prepared to deal with objections, anxiety and even anger at times, from the prospect. A Closer knows when to listen, when to speak and when to offer empathy.
Empathy plays a huge part in the process of being a killer closer. You have to understand the apprehensions of your prospects. A Closer knows that the sale is never going to be a laydown.
Understanding the issues and objections your prospects have up front, and having empathy for them, and more over, having the ability to demonstrate genuine empathy, will get more deals closed, no matter what your personality type is.
On top of empathy, a solid salesman will also need a massive amount of patience. The more a salesman listens, the more the chances of making a sale increase. The more a salesman talks, the less likely he is to close.
How can you close a sale, if you didn’t listen to the problem?
Most salesman assume that they know what’s best for the client. While they may know what’s best, they often don’t try to uncover the ‘why’ behind what’s best. Every buyer has their own personal motivation, the sooner you learn how to uncover their why, the better you will be at making sales.
Prospects can get mean and mad too. When being forced to make a decision, even one they know they need to make, frustrations get high. A solid salesman knows to keep cool and press on. The less emotion on our end towards the prospect the better.
Let the prospect release their emotions. All you need to do is simply absorb those emotions and not let them get to you. This is why so many salespeople hate the phone. If the prospects emotions get sideways, most salesman follow suit.
Here’s the breakdown and recap: You’re gonna need confidence, empathy, knowledge, patience and the ability to play on the intuition of the prospect.
With these skills and abilities, you’ll be able to connect and close more sales than you have in the past. It’s these skills that allow a master salesman to prosper even though he or she may not fit the typical salesy mold.
In order to be a Closer, you don’t have to talk fast, walk with a swagger or be an asshole willing to say things others won’t. These traits will help in some cases, but most likely hurt in more than they help.
When I was younger I’d see guys making tons of sales and think to myself, “that guys sucks, how in the hell is he closing deals like this?” but the truth is I sucked. I had the picture in my head of a fast talker who could argue their way into a sale. That, my friends, is called doing things the hard way.
These days, I’m experienced enough to know the EXACT steps it takes to close a sale. It doesn’t matter your looks, your personality, or anything. it’s all about simply following a formula that leads to a closed sale or a no sale. The “I’ll think about its are the ones you want to stay away from”
If you’re interested in uncovering this formula for yourself and becoming the salesman you know you should be, I’ve got help for you. Go to www.showupandclose.com and you’ll find my 6 steps to closing the sell video series for free. I created it to help people like you advance to the next level of selling.
Lastly, it takes daily practice and implementation in order for you to master this craft. You’ll never be the best salesman if you’re not talking to prospects every day and practicing your craft. Know it alls die rich in knowledge poor in action.
