Stronger reactions, for both likes and dislikes, will tend to occur when the product is closer to the body, while less important responses will occur further away. For centuries, salespeople have always been looking for an angle. They were probably unaware that they were actually looking for the exact position to connect with their clients.
Top sales people are extremely observant. They gather information about the likes and dislikes of every customer knowing that each customer is unique. Observing the location of your customer’s preferences and prejudices is the beginning of sensitive communication, essential to all those who sell. Recognizing these locations allows you to present your product in the correct area, opening up the posibility of the customer liking your product, and the probability of him liking you too!
Approaching from the customer’s good side is probably the most fundamental technique that determines the most closures. It also allows you the chance to built up a sale and an ongoing relationship. Knowing where to direct your customer away from his dislikes and objection, will keep him coming back because of the good relationship built up, even if he doesn’t buy your product the first time.
SKILL NO 2 : PREFERENCES AND PREJUDICES
Since it is essential for the salesperson to identify preferences and prejudices for each individual customer, start by asking the following questions to determine where the customer stores his likes and dislikes :
Preferences: • What do you like about our product? • What do you like in a …? (e.g. car) • What have you heard about us that you like? • Have you made a similar purchase before that worked well for you? Prejudices:
• What can we do better?
• What don’t you like in a…(e.g. computer)
• Have you ever made a similar purchase that you weren’t happy with?
• What are your concerns about buying this product? While your customer is answering these questions, pay close attention to :
• Where they look
• The position of their body
• How they approach your product
• How they scan your product If you observe that the client favors his right side, but looks to his left as you present your product, he is still in need of reansurrance.
Build a new reality for him; that is, give a different perspective to his objections. If he looks to his right, then reinforce his positive feelings, and subtly negotiate the price of terms of the agreement. Personal space is three-dimensional. Be aware of the angle you and your product are in relation to the customer, and your distance from him. It is important to know where the customer is in relation to the sale.
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