I mentioned in previous posts that how people respond to you is often relayed to various non-verbal factors. Prospects pick up on these non-verbal aspects of your communication. They are often not aware of how they are doing it, they just get a feeling.
What prospects (indeed anyone you communicate with) pick up on are signals you transmit as you communicate. If you emit the wrong signals your covert persuasion is working against you rather than for you.
Can you control those signals?
And it may be a lot easier than you think.
Your thoughts affect your feeling and your actions. It’s a double whammy really because your feelings also affect your actions. So, to control your non-verbal output you need to put the right thoughts and feelings into your head before you start a sales meeting.
There have been times in my life when I have been in personal conflict (that’s a part of relationships isn’t it) and I have literally driven to see a prospect seething as a result of stewing over that conflict. There were times I’m sure that I would have left my fingerprints embedded in the steering wheel of the car. However, when I arrived at the prospect’s premises and parked my car I would take a few deep breaths and totally focus on the reason I was there. By the time I walked into that customer’s office all anger was gone from my system and I was totally focused on my mission.
That was a strategy I employed a long time ago. And it worked.
There are other things you can do that are even easier and work well too.
For example pick some music that gets you in the right frame of mind. Maybe music that just makes you feel good. Play that music in the car for about 10 minutes before you get to your meeting. You will behave differently and even speak in different tones during your meeting because of the music you have been listening too.
What is your ultimate aim for making a sales call? If you are thinking, “to make a sale”, that will probably be counter productive. Somehow, that self centeredness comes across and makes you less believable to your prospect. A much better modus operandi is to be there to offer help.
If you make a sales call to help, to be “of service” then you will be sending out the right unconscious signals to your prospects. After all the word sales comes from the Norwegian word “selje” which translates into “to serve”. Not only will you be sending out the right signals but it makes rejection a lot easier to deal with as well. Maybe because it’s not your personal self centered goal that has not eventuated? It’s simply that you offered your help and the person did not want to be helped.
Another useful thing to do is to think about all your past successes and how you have helped other people in the past. Running through those things in your mind will help you feel more confident before your meeting. Of course, your confidence should also be backed by a thorough knowledge of your product or service – a knowledge centered on benefits rather than features.
And there’s an even easier way to be “in the zone” when you walk into a sales meeting and make sure you are utilizing covert persuasion. But that’s a story I may cover at some time in the future.