There are many ways to create a sale. Some people rev-up their energy and run an intense sales pitch through your space. In the onslaught of the energy many may, in fact, buy what is being sold. Once the client gets out of the energy of the sale they will do one or both of these. They will return or cancel the contract because they felt pushed into something or they will simply never use the produce or service again for the same reason. Customers are very sensitive to energy. Salespersons or business owners who are aware set the energy of their contacts with an intuitive eye to the customer. Knowing your customer and what they are in need of then will develop long-term relationships with their clients/customers.
To create this long-term relationship in which customers come back again and again we must be intuitive. There are several levels to a sale.
1. Telling your potential customer about the product.
2. Knowing what their needs are.
This is as far as most business folks go but there is a third and absolutely essential piece. Your customer has thoughts or pictures that affect their ability to hear what you tell them and to see the value of your product or service. They may be aware of these thoughts or pictures or is may be entirely unconscious to then. Either way this is what will determine whether they buy from you or not. This is where intuition comes in.
There is a current rage that says’ “Find their pain. Address their pain.” Well, that is the answer for some customers and will certainly help with that group but there are other energies that affect them.
Telling the customer more and more about your product or service, thinking the more they know the more likely they will be to purchase, is a limited perspective. Sure knowing the product is important but it does not matter if the person is preoccupied by a competing thought. Maybe the couple just had an argument before meeting you. You have no chance. Their attention is elsewhere. Maybe your client is put off by something in the environment where you are meeting and can’t get beyond that. There are so many possibilities it is impossible to know ahead of time so we rely on our intuition.
Telling a customer why they need the product or service will have the same result if they are distracted by a competing thought. It is well know that businesses make most of their money from repeat customers. Selling is not about getting this sale. Selling is about creating a customer. Someone who you will keep over time. This means getting to know your customer and what their needs are. It also means knowing the unconscious or semi-conscious thoughts or pictures that have an impact on their decisions. This is where your intuition comes in.
Let me offer an intuitive exercise that you may find useful.
1. Before you meet with your potential customer take the time to stop and ground yourself.
2. Perhaps close your eyes and bring all your attention and awareness into present time.
3. Gather your energy from your day and be present.
4. Imagine your appointment with your customer.
5. Decide how you would like to be in this meeting.
6. Open intuitively to your customer.
7. Intuitively, what do you see about them? What is on their mind? Just imagine.
These are some of the steps you can take to open intuitively before you meet with your client.
When you meet with your client use your own style of presentation then sit back. Make some separation from your potential client if you are completely in their space. By doing this you gain some perspective. Stop thinking and start noticing. Open your intuition. What do you notice about this person intuitively? Stop talking and start listening. Find out about them. Let them talk to you about what they are looking for. Don’t think. Notice intuitively more than listening to their words. What do you notice separately from what they are saying? Don’t respond just keep listening until you “see” that you have a clear picture of who they are and what’s on their mind. If your product is not the right fit, say so and let them go. I could give you a thousand reasons why this is a good idea but that is another blog.
If your product is the right fit then keep opening intuitively to find the picture or thought in their space that is in the way. Talk about what you intuit. Keep reading them and talk about their “fears”. You don’t have to sell your product at this point. You are simply getting your customer on the same page with you by finding out why they are not.
As they feel that you hear them they will begin to engage in knowing who you are or how your product or service might work for them.