Tag Archives: Disbelief
One thing very few people want to talk about in sales is the customers’ level of belief. But do customer believe everything we say? We actually cause many of our own sales objections with this approach. This flawed belief can cost us lots of sales and lead to a tough time overcoming objections. Here are a few things you can do to be more believable to your customers.
Be Like Your Customer
Customers believe salespeople who are “their kind of people”. Try to look like your customer in your attire. Try to talk like your customer in terms of speed and range of vocabulary. Don’t say things that might indicate you are different than your customer, such as comments on sports or politics. Even the weather cause trouble. For example, if I like snow and you open with a comment about hating winter, you are not my kind of person and you have increased buyer resistance.
Don’t Offend Your Customer
It is so easy to offend a customer and if we do, we become someone to distrust, not someone to do business with or buy from. Be extra polite and respectful. Ask if you can sit down, ask if you can put your case on the table or desk. Don’t wear religious or political symbols. Don’t ask if a picture on their desk is their daughter, it could be their wife. Don’t congratulate them on being pregnant, they could be just fat. See what I mean. Watch what you say.
Prove Everything You Say
The best way to prevent sales objections cause by disbelief is to prove everything you say. If you can’t prove it, don’t say it. You will need props, video, industry articles and other items to prove what you say. Try this exercise. Do your presentation for yourself. Write down every claim you make. Can you prove each claim to be true? If not, why assume that the customer is believing everything you say? Anything they doubt will come back to haunt you as a sales objection.