Closing Deals With The Right Sales Strategy 2

‎There are three things that most of us consciously or subconsciously desire on a daily basis;

1. Respect, 2. Understanding, and 3. Care.

In Sales it is vitally important to convey these three traits at all times.

1. Respect
Respect your prospect's views and situation. Don't water down or overlook it. Demonstrate that you listened, and that you respect where they're at. A failure to do this will most definitely lead to an immediate disconnect. Once there's a disconnect, any chance you had of Building Rapport is gone. No Rapport means no chance of a Relationship. No Relationship means No Business.

2. Understanding
A lack of understanding will always lead to a breakdown in communication. Once someone feels you don't understand them, they get frustrated and irritated; and very quickly start to keep their distance from you. Communication is the second most important component of Sales. No Communication means No Sale.

3. Care
Would you do business with someone that doesn't care about you? I don't think so. Failure to Care leads to a Failure to Trust.

Going back to the lady selling facial scrub;

1. She didn't show any respect for my desire to stick to my budget.

2. She failed to try to understand that my cash-flow was tight.

3. She showed very little care or concern for my situation. Worse still, by revealing her irritation she blatantly conveyed to me that all she cared about was getting the sale. Never ever do this. Once a prospect believes that all you care about is the sale he /she will never trust you. No Trust, No Business.

The truth is she was selling a good product. But because she failed to demonstrate Respect, Understanding, and Care there was no way I was going to buy it from her shop. A few days later I searched for, found, and bought the product at another outlet.