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Make Nice
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Remember
in high school, if someone described you to a blind date as having “a
great personality” or being a really “nice” person, it was the kiss
of death? The last thing you wanted to be called was “nice.” Cute or
funny was fine, nice was bad. Well,
you’re not in high school anymore and being nice can get you a lot of
places cute can’t.
If
you’re pitching a prospect and you’re just nicer than the competition,
you’ll get the sale. We’re not talking about gratuitous compliments or
cocktail conversation. We’re talking about being friendly, courteous,
and interested. Use your “pleases,” “thank yous,” and “may I’s.”
Move to personal conversation only if the prospect brings it up. And,
above all, express an interest in what the prospect needs. Ask questions
and don’t assume that because their mouth isn’t moving they have no
more concerns. Ask, “What are your other concerns? Did I answer your
questions fully?” There’s always something else that the prospect
could inquire about; take the time to ask. It could mean an added sale.
When
you’ve got the sale, you may be tempted to start calculating the
residuals in your mind and considering what you will spend the money
on—stop. You can count your millions in the car. You’re not finished
yet. You need to ask the question that some consider to be more trouble
than it’s worth: “What else can I do for you?” Some sales
professionals avoid this question—they’ve got the sale, why rock the
boat? But, going that extra step (it’s just a step, not a mile)
demonstrates your commitment to the customer and shows you’re not just
worried about yourself. They will remember your commitment, they will tell
their friends, and they will come to you next time they need a POS
service.
There
are a lot of things that aren’t as bad as they were in high school.
Being nice is just one of them. © Copyright
1995-2000 |
