When you express genuine appreciation to your prospective buyers about their accomplishments connects with them on a human level.
Many people experience very little appreciation
People seldom receive genuine, heartfelt acknowledgment.
During the course of your sales appointment, prospects might share noteworthy accomplishments they have achieved in life.
Or astute efforts they have made to solve their challenges you will be addressing with your product or service.
When prospects share a noteworthy effort, briefly express your admiration for their actions.
The next question is, how can you express your admiration in a way they accept it? Let’s face it, there are many sales folks out there who will say almost anything to get a sale, including insincere compliments.
Here are four ways to make sure your appreciation is received with appreciation:
1. Don’t make a big deal of it.
No yelling or irrational exuberance, to borrow from Alan Greenspan’s famous stock market quote. Say your appreciation in a normal speaking voice. They will pick up on it.
2. Don’t fake it.
If you don’t genuinely appreciate what they did, better to leave it alone. Flattery gets you nowhere. When buyers sense insincerity, you lose points!
3. Don’t expect a response.
They received your appreciation, whether they showed a response or not. Say it and then keep the sale moving forward.
4. Don’t overdo it.
A little bit of praise goes a long way. One or two expressions per sales appointment is plenty. More than that, even if the buyer’s life is full of praiseworthy actions, and your admiration may seem more like a sales gimmick than from your heart.
Be genuine. Did I write that already? For 5 seconds, take off your salespeople hat and talk to this other person, human to human. Win, lose or draw on the sale that day, leave them a little bit richer as a human with your appreciation.
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