Elite Negotiator Stat of the Once Every So Often
Did you know that only 80% of salespeople wait to see what tone their customers take before mirroring them? 20% of them, on the other hand, take a more assertive approach, being determined to set the tone.
This is huge.
This means that 4 out of 5 salespeople are actively letting their customers dictate how the sales encounter goes. If the customer decides to take a passive approach, these well meaning salespeople will do the same.
In other words, their customers are in charge the whole time. So why is this a big deal?
Because this statistic is also true for your customers as well. That means that 4 out of 5 of your customers are waiting to follow your lead and will mirror the same tone as you do. They are willingly to put themselves in a beta position to your alpha. It also means that your competition is unwittingly giving away business that you can take…like taking candy from a baby.
So how do you take advantage of this to maximize your sales and have more customers than you can handle? It’s stunningly simple.
1. Determine ahead of time how you want the conversation to go
2. Take the lead
Your customer wants to have the best. They are waiting for someone who is the best at what they do. They never want to settle for just anyone trying to hawk their wares. People who are the best at what they do take the lead. LeBron James wants the take the game deciding shot. (at least now he does) Peyton Manning wants the ball with 2:00 to go.
So take your customers by the hand and take them to their solution. The more decisive you are, the more they are going to trust you to exceed their expectations.
The sale is there for the taking.
To your abundance,