Go There First!
Monday, June 1st 2009 @ 12:00 AM (not yet rated)
Would you like your customers to be more excited and passionate about your product or service? If so, take a look at how your staff are presenting the material to your customers.
Are they selling the sizzle or the sausage?
I love visiting my local Apple store. Apart from the fact they sell some really cool gadgets (yes I own a macbook and an ipod touch). What I really love is the enthusiasm and passion the staff in the store have for their products. They are Apple's biggest advocates and you can't help but get caught up in their exuberant passion for the company and it's products.
Whether Apple knows it or not, they have hit upon something that is part of the difference that makes the difference in the selling environment.
Passion and enthusiasm are contagious and so is the lack of it.
If you want your customers to be passionate and enthusiastic about what you are offering, then go there first!
There is a sound reason for doing this as there are some interesting things that happen when two human beings are in rapport. For a moment, the degree of difference between the two has been reduced and there is often an unconscious modelling of each other's physiology. If you want to see this in action watch two people in the early stages of infatuation, and take particular note of how similar their postures are.
Since mind and body are one system, whatever happens to the body affects the mind and whatever affects the mind has a corresponding effect in the body.
Here's a tip:
If you wish to change someone's state quickly then get them to change their body position.
In the instance of the sales person who has developed great rapport with the customer, gradually changing their own state and their own behaviour to one of increasing excitment and passion throughout the presentation, and particularly towards the close, is likely to lead the other person into a similar state.
Feel free to give it a try and let me know how you get on. I would love to hear your experiences with your customers.
Cheers,
Paul
Go there first!
Monday, June 1st 2009 @ 12:00 AM (not yet rated)
Would you like your customers to be more excited and passionate about your product or service? If so, take a look at how your staff are presenting the material to your customers.
Are they selling the sizzle or the sausage?
I love visiting my local Apple store. Apart from the fact they sell some really cool gadgets (yes I own a macbook and an ipod touch). What I really love is the enthusiasm and passion the staff in the store have for their products. They are Apples biggest advocates and you can't help but get caught up in their exuberant passion for the company and it's products.
Whether Apple knows it or not, they have hit upon something that is part of the difference that makes the difference in the selling environment.
Passion and enthusiasm are contagious.
If you want your customers to be passionate and enthusiastic about what you are offering then go there first!
There is a sound reason for doing this as there are some interesting things that happen when two human beings are in rapport. For a moment the degree of difference between the two has been reduced and there is often an unconscious modelling of each other's physiology. If you want to see this in action watch two people in the early stages of infatuation, take particular note of how similar their postures are.
Since mind and body are one system, whatever happens to the body affects the mind and whatever affects the mind has a corresponding effect in the body.
Here's a tip:
If you wish to change someone's state quickly then get them to change their body position.
In the instance of the sales person who has developed great rapport with the customer, gradually changing their state and their behaviour to one of increasing excitment and passion throughout the presentation and particularly towards the close is likely to lead the other person into a similar state.
Feel free to give it a try and let me know how you get on. I would love to hear your experiences with your customers.
Cheers,
Paul
