Most people think that to hold the power in sales, you have to be aggressive and loud and pushy. But in fact as we have learned throughout this semester, quite the opposite is true. When it comes to making a close in the sale, there are a few very important factors: We want to start by establishing trust with our client, this is most effectively brought about by simply listening to your client with care. You want the focus to be on them, while letting them know you hear them and you care. This is done using the 70/30 rule and by answering each question with a follow up question to keep the client talking. When the client is talking, we as the salesperson are gathering information to give them the best service possible. I think when you practice strategic mimicry it also helps the client feel more comfortable in their environment.
In this version of sales, though you are not doing a whole lot of talking, you are still holding the power in the sales situation because you are the one gathering information, asking probing questions and driving the conversation in a certain direction.
As we have learned, the whole point of redemptive sales is to ensure that there is a mutually beneficial exchange of goods between the client and the salesperson. This is best brought about by having a natural conversation with the client and focusing your time and energy on developing a trusting relationship between you and the client.
As nice as it is to make a sale and close the deal, sometimes that is not a mutual beneficial experience. Sometimes your company or service is not going to be the right fit for your client or prospect. The strategy in this case is going for no. This strategy involves telling you client that we may not be the best fit for them but we can refer them to someone else. This tactic establishes so much trust with the client. That you would suggest you aren’t right for them tells the client you really care about their best interests and not your own. Sometimes this route will involve you not making the sale, but you establish trust with your client and help them to get to their end goal.
RMcIlwain