How to sell

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The first thing in sales is the introduction. Now, you hear some sort of an introduction any time when you walk into a store or make a phone call to a business: “Hello, how are you? How can I help you? Thanks for calling. My name is Joe. What can I do for you?” An introduction is very important, but maybe not for the reason you might think. You might think it is important for branding or for telling the caller or the visitor something about your differentiating factors. No. The reason that the greeting is important is because a good greeting gives you a chance to smile with your prospect. Notice I did not say, “smile at your prospect”. Smile with your prospects. The power in a greeting is in a shared smile. You want people to hear you smile and see you smile because they want a friendly exchange with someone. They want to share a smile with someone. Make it happen.

How many times have you gone into a store, and the retail person on the other end of the counter looked at you with a bored or even annoyed look and said, “Hello,” and that was it? How much fun was that? How many times have you made a phone call to a business, and it was clear to you that you interrupted the person from whatever they were doing, and you got a frown, a gruff or even a grump? How fun was that? No fun at all! What was your buying mood at that point? Close to zero, right. Let’s not do that! Smile. Say hello. Use your name if you want; don’t use your name if you don’t want to. It doesn’t matter. The whole point of the introduction is to share a smile with people immediately during their first seconds of being in your space.

A good smile breaks the ice, releases the tension and tells your prospects that you are a real person who values their time and their feelings and their money. Yes, all that happens in just one good smile. I don’t care what you say in your introduction as long as it is not ridiculous or long-winded. You’ve got to say it with a smile and you have to mean the smile when you give it. An insincere smile is worse than none at all.

Now that you’ve got a good greeting that is going to give your prospects a smile and put them in the mood to listen to you, let’s get on with helping them talk themselves into buying from you. The next thing you need to do in any kind of selling is to ask some good discovery questions. Wait a minute, you say. Why are you asking questions? Shouldn’t you be selling something? No! You can’t sell people something by rattling at them and telling them this and that, and going on and on about stuff that probably doesn’t mean anything to them anyway. That’s not how you sell to people. That is certainly not how you help people talk themselves into buying from you. That’s how you get people to walk out of your store or even worse; that is how you get them to close off their minds to you.

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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.