When you are in front of the customer, be very thoughtful about the way you come across. Many confident sales people mistakenly come across as aloof and self-centered.
You may have a well-crafted sales pitch but did you know that your actual words comprise only 10% of the way you are perceived as a communicator? The other 90% is made up of your body language, the volume and tone of your voice and your facial expressions.
If you want to build a trusting relationship with your customer and put yourself in a position to sell successfully, consultative selling training experts recommend you do some personal homework.
- Be non-judgmental
Make sure you are not approaching the customer with a self-centered or negative attitude. Clear yourself of any bias or prejudice so you can manage your internal signals and be tuned in to all that the customer is communicating.
- Be fully present
Keep focused on the current meeting. If your mind and attention wander, it will show.
- Listen and watch
Be a better listener than a talker and watch for visual clues as to what the customer is truly thinking, feeling and believing.
- Find commonality
The more you can genuinely align yourself with what matters most to your customer, the more you will engender their trust and understanding.
