The cleanliness is important to the seller. The cleanliness is half of the food, as it is said. You have to get ready for each day by taking a long shower as if at a holiday resort located on the shore of the Caribbean sea. The use of cosmetics on skin is not bull. Refresh the skin with moisturising or anti-ageing cream to bring pleasure which is significant.
I try to tell you about the importance of the cleanliness to the seller. The blue moment experienced in the morning in the shower is transferred to the customer as a smile and as an expression of a good feeling. The cleanliness is a property, which calms your mind and your soul.
Our speech forms only 10–30 percent of the communication used by us. Another external essence covers the rest. The magic begins a state of mind, especially for your mind and thoughts!
YOUR CLEAN, EXTERNAL ESSENCE
When your skin, your nails and your hair are neat, your self–esteem rises and you experience pleasure. You transmit this as a shine to your customer. Beautician Helena (my wife) is shining daily to her customers.
When you choose tidy and clean clothes, you complete your essence. You accept yourself as an actor and as a human. When you look in the mirror, you know that you are ready and can love yourself such as you are. It is easy to smile when you are clean.
Going to the sauna is also worth doing!
That you will learn in the next chapter of INSPIRE ME – Inspire Yourself & Bank The results!
Selling is not an auction, nor is it yelling at the customer. A skilled seller never begins to argue with a customer about any matter. Why? Making of deals is not persuading the customer or winning an argument about some thing gone through with your customer. Old phrase, if you win the argument, you lose a deal is true. In principle, a customer feeds his thoughts to a seller. He tries to sell his own thoughts to you. He believes, what he says. A customer always doubts what you are saying, because those are not his thoughts ― Yet.
The customer´s own reality, information level and buying desire are based on his own experiences of the products and services familiar to him. A good, skilled seller never starts to argue with the customer nor guide him at any level. It must always be acted this way, or what?
CUSTOMER ALWAYS DOUBTS WHAT YOU ARE SAYING
BECAUSE THOSE ARE NOT HIS THOUGHTS
– HE BELIEVES, WHAT HE SAYS!
If you cannot win a battle, you however want to fall with boots on. When you rise up, you can continue the journey from where you fell. At this stage it is good to repeat the section of the difference between sympathy and empathy, which you read earlier from page 89. Dirty trousers are best washed before you put them on, or what?
CUSTOMER – is the base of business. Make sure that you really understand your customer ― needs and buying behaviors. You also want to know the change in behavior when it happens, in advance!
Englishmen are specialised in using TAKEAWAY CLOSING –method (my subjective idea). Use of it is, for some reason pleasant for them or they are simply ahead of us in closing culture. Joking apart, TAKE AWAY –closing is actually the most effective closing method, but use it only after the other five methods fail, especially for difficult customers.
It´s effect is based on utilising negative feelings as a promoter of deals. A buyer is consciously teased with a style:
“This is not for you. You cannot afford this etc.”
TAKE AWAY –method is only based on taking away something and frightening someone with it ― to shake their mind. I ask you to compare the matter with a big sweet bag given to a child. What happens, when you rudely take a sweet bag away when a child is just about to open it, and say that you have not been kind enough? You are not going to get a sweet bag, and it will not be discussed. Just right. Shouting starts and a desire to get sweets doubles, triples even quadruples. The desire grows and sense decreases. Customer can be manipulated.
As we stated already in the FEAR OF LOSING -part, fear and hatred are the strongest emotions of a human. Do you know how to utilise them? Use them as a revolver? DEMAND – As we notice, when art is made from selling, the professional demands of the seller grows.
A) You present our 100 % mortgage and sell it to your customer Mark like this:
“Well, Mark. Here is our loan offer. Loan amount of 155,000 € with a fixed interest of 3.75 percent, in which the real estate found by you goes as a loan security of 75 percent and the remaining twenty five 25 percent of loan security can be arranged to the real estate as guarantee of an insurance company, but that I still have to check from my superior”.
At this state you leave the table to meet your superior (or/and kick a box behind a corner for a couple of minutes) and return to the negotiation table with unpleasant news:
“Mark, I have a some bad news. 100% loan is already removed from our product range because of a sudden change in the general economic situation, (TAKEAWAY) and obviously it is this way with mortgages in every bank.”
Now customer Mark experiences strong feelings of disappointment, because he had already made a decision on taking the loan, but wanted to negotiate the interest to a lower level. In reality the seller has taken the rug from under his feet and controls the situation strongly. The customer is now quite a ripe fruit to be picked ― at the best interest rate, if he only gets financing, he wants to buy!
TAKEAWAY CLOSING –method works also when selling a mortgage, when a customer could be compared to a big, tired salmon, which floats on it’s side towards the boat, however concentrating on the last twitch, which would break the line.
Due to the situation, the seller continues intensifying the method with a new strong IF I COULD, YOU WOULD, WOULDN´T YOU, MARK –hook iron, with which the tired, big salmon is hooked to the boat permanently.
HOOK IRON -METHOD – If I could, you would, wouldn´t you? – the strongest easiest way to close deals – that I will tell you in the next chapter of Inspire Me – stay tuned =)
–FILLING THE ORDER FORM
Present a product or a service to your customer. Tell him the advantages and benefits of the product or service. When you have achieved the pricing and given an especially good oral offer to your customer, YOU BEGIN TO FILL IN THE ORDER FORM.
Stay cool, start to fill out the order form. This is ORDER CLOSING –method in action. You can intensify it by asking your customer his name and address with an alternative question, like I do in my following example:
My example takes place in the situation, where hairdresser´s products are sold. In which the representative has arrived to hairdresser´s and passed to Order Closing –stage, in which the owner Maria gives buying signals by nodding eagerly in the situation. Step into representative´s boots. You are selling new series of shampoo and conditioner by Wella.
USE OF ORDER CLOSING -METHOD AS A DECIDER OF A DEAL
A) You praise Your customer´s shop and the co-operation done by you by repeating her previous purchases and sales:
“Maria, Our products have worked well in your shop and your customers have been satisfied with Wella products. I see it from these buying numbers of yours and I don´t doubt even for a moment that our new product series will sell as the earlier campaigns have.”
B) You begin to fill in the order form by asking easy things with a simple, assured way:
“Maria, was the name of your hairdresser´s shop written Salon Maria or Saloon Maria? With one O-letter?”
Wait as long as the customer participates in the discussion and says herself that salon is the right way to write. Acting this way the customer gets activated and as a matter of fact starts to close herself by talking. If you still feel like that momentum is still a bit cool, you make sure that…
“Maria, was the billing address of Salon Paula the same as it was earlier? Station Street 12, or?”
Again wait as long as the customer participates for sure in the discussion and confirms the fact. By acting this way, the customer activates more and begins to prepare herself for making an order.
The customer is about to order the basic set of 50 pieces, but C) you secure the order by offering a bigger amount:
“Maria, the recommended pack is 50 pieces of each unit, but do I remember that you ordered 50 or 80 pieces of each product in two deliveries, in which the amount of products delivered later is 40 percent in the size of the whole delivery?”
WAIT UNTIL the customer says the amount and delivery time. You have pushed her to the business and you were ready to hit additional sales, by testing the ice with a stick. However, in reality you make sure that the deal comes with at least in size of 50 pieces according to the expectations.
Order Closing –method is at its most efficient when it is used as a simple, easy working tool, which is as natural as if you would ask from a customer whether he wants his coffee black or with milk. So you´re not actually making sales, but you suppose that the customer orders and you begin to fill in the order form. However, make this a good way, as the examples mentioned above guide you to. In this method it is important to give easy, alternative choice situations ― “labels” ― from which the customers can choose from.
Order Closing –method is the most efficient and the easiest way to decide, in other words to close deals. A donkey sure method. Use it.
TO YOURS OR TO MY PLACE? ― Can closing deals be any easier? As a matter of fact it can! …answer is in the next chapter =)