I read a great book some time ago from a trainer named Stephan Schiffman and in it he made a great reference to the Three C’s needed in sales; Confidence, Competence and Concern. I don’t remember his exact wording but I have shared his ideas and overtime enhanced the basic concept with my own input. I review the Three C's with many sales people when training them and its always great to review with even seasoned folks. With Positivity the Three C’s come naturally, here they are with description:
Confidence. Confidence says you can do what you say you can do with a strong enough feeling behind it that your customer believes in you. When you say your product can some thing better than another, it’s believable. When you say you can deliver it’s easy for your customer to accept that you can however, its critical to separate confidence from over-confidence! Over-confidence can bury you, it says you cant really back up your commitment but you will try to cover for it by promising even more.
Competence. Doing what you say you are going to do says you have competence. If you tell your customer you are going to get him floor mats next week, get him floor mats next week or you will appear incompetent. If you talk with a customer on the lot today and tell him you will call him tomorrow you have to do just that, if you call him the day after or even worse a few days later it just seems like you found someone more important to work with and your customer will turn off. Competence is following through on your commitments AND paying attention to the details.
Concern. If you understand you customer’s needs its possible to you show him that you are putting them first. That doesn’t mean you forget who you work for, it means that you understand that the best deal is the one that is right for your customer, their needs and their budget. That doesn’t mean a small deal either. In order for you to show your customer that their needs are important you first have to KNOW their needs! A long time ago a manager told me that a customer will tell you exactly how to close them if you will just ask them. He always reminded me that we have two ears and one mouth and they should be used in that proportion; ask the right questions and really listen to your customer and you will know how to make the sale easily and with less grind.
I could go on forever but the point really is simple, with Positivity the rest is easy! Have an awesome week ahead everyone and as always; Sell Something!