May the Force be with you!

[Thomo]

Hi folks,

I've been selling for 26 years and I still have lots to learn - one of the good things about the job. One thing I notice a lot of Sales people do is give away their power too easily. My boss (the MD) does the same so it probably happens all over. This post is for people who are probably new to the game - so if you're older and wiser I apologise if it seems patronising!

In the buyer - seller relationship it is important for you to maintain the power in that position. Doing this will help you to confirm in your customer's mind that you are THE professional, he/she should only be talking to you because you know all there is to know.

If you give yourself to easily you end up losing respect. Life is a funny thing, people tend to want what they can't have. So let your customers have to work to get to see you, get a quote from you, or get hold of you on the phone.

Even if you are sat in your car twiddling your thumbs you have to come across as being sooooo busy with enquiries that your feet don't touch the floor. (You need to do this without appearing overly confident, arrogant or insincere though!)

Take the following examples of how a salesperson can easily lose power....

Scenario: A prospect you have been working on for years has picked up your name out of his book and wants you to come and see him...

The phone rings...

1) you answer immediately and with a happy chirpy voice answer "Hi NAME, Joe Bloggs limited, how can I help you?" - This is wrong for a number of reasons - it may seem helpful but anyone who needs to sound happy to customers needs orders. You at once appear needy. People who are too busy hate the intrusion. They will probably just answer with their name such as "Dave Jones, hello?" - making it sound like they are being interrupted from a million dollar deal but again - no arrogance!

2) prospect says "Hi, I'm Mr X from XYZ Ltd. I believe you left your business card in my reception recently and I would like to arrange an appointment to discuss our needs"

3) You answer "Oh, Hi!!! Yes, great, of course I remember you. How are you? Yes, I would love to come and see you, when do you suggest?" - - NO, NO, NO! Firstly, sounding too polite and excited tells the buyer you are inexperienced. Secondly, don't make it seem that YOU want to see him. Third, you are asking him to dictate to you when the meeting should be.

4) You might answer like so. "Oh, yes. Sure, I can come and see you. What would you like to talk to me about? / I can see you but the earliest I could make would be Thursday the (date in approx 10 days).....at such a time, if that would help you?"

This sentence does a number of things....you keep control, it reasserts to the buyer that he has called you as HE WANTS to talk to you (not YOU WANT him - see the difference - you are reminding him that it is him in the situation of need). Your diary is full - aren't you busy? You suggest a time that might help him - again reasserting that it is him who is in need of help here.

5) or would it sound better saying "Yes, whenever it would suit you. I can make Thursday any time or Friday morning - whichever you'd prefer."

So, think about what you are saying and where the balance of power lies. The key to this exercise is that you appear powerful and professional BEFORE you arrive at your appointment. This person will not buy from you because you are nice and friendly! He buys a dog for that if he wants someone to rollover! He wants to order from a professional person he can respect.

So if you can match this with a slightly neutral disinterest (without appearing uninterested!) being polite but on a professional basis, not a friendly basis ('How to win friends and influence people' is the last book a salesperson should read) and to appear busy but not arrogantly so - you are on to a winner.

Good luck

Thomo