After one solid year of training I noticed that everyone has their favorite step. Some people like the emotion of the presentation, while others may like the validation of the close. What ever the favorite step of the process is, I contend that selling or not selling is decided just before you shake hands.
Like the Law of Attraction, you get what you expect. If you decide your shaking hands with a looker/shopper, you treat the customer as such and they act like a looker/shopper. On the other hand if you decide your shaking hands with a buyer, you treat them like a buyer and they have a much better chance of acting like a buyer. There are no absolutes in sales, only
percentages. I contend that whatever you decide, looker or buyer, you have a much greater chance of being right.
If your wondering if this applies to you just think about your vocabulary and energy. Do you use the word “looking” to your customer? “Are you looking for something the size of your trade”. “What are you looking for today”. Try changing the work looking with buying. Is the energy and excitement you have for a looker the same as it is when you think you have a buyer?
Treat a customer like a buyer and they may just act like one. The good news is this is your decision. Your are in control of your attitude and it is contagious.
Before you shake the next customers hand decide your shaking hands with a buyer and lets see what happens. It’s your decision….
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