Mirror, Mirror

Mirror, mirror on the wall, who is the greatest salesmen of them all? The answer to this question comes down to one factor: observational skills.

Ultimately, a good sales person is one that can talk, that projects their thoughts and ideas onto a prospect. On the flip side, a great salesmen does the opposite. He or she does not project, but internalizes, listening to the target audience before offering an opinion of their own.

If all you do is talk when a prospect is in front of you, I’d suggest you re-evaluate your sales style. Instead of just talking without thought, mirror the person you are in front of.

What do I mean? Well, there are dozens of personality types, communication styles and body language movements that can all contribute to how you work with a prospective customer.

What you want to be is a chameleon. Don’t change who you are, but simply listen to the person and how they communicate, listen to what they say and to how they say it. Observe how they move, their mannerisms, what gets their attention, etc. Let them talk first.

Answer the questions: What are they really saying? What are they really looking for? These questions will help you hone in very quickly on a prospect’s true wants, which allows you to build rapport faster. The prospect will open up and be more interested in what you have to offer them.

We all respond to people differently, but as you work on your sales skills, not only work on “what you say, ” but also “how you say it.” And, be sure to add these techniques to a script you follow. Memorize it, make it your own, smile and be enthusiastic.

Your confidence will provide the person you are working with a sense of ease and excitement about their decision. In the end, this is where you want them to be. And at the end of the day, you may very well be the greatest salesmen of them all.

Marcus Shanahan is the owner of R2 Total Fitness, R2 Management Group and PHIITClub, powered by the Patented PHIIT System. For more information email mshanahan@r2managementgroup.com.