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How many times have you heard observed a very charismatic, animated, energy charged  sales presentation and thought that maybe you should change your style of delivery?   My advice is to  evaluate your biggest asset, the art of being yourself. This could be the biggest objection you need to overcome

There is no style more effective and disarming as your own

You’ve made a letter perfect presentation to a qualified buyer, listened, showed empathy, and asked questions and STILL DID NOT GET THE ORDER! What happened? I submit that maybe you succombed to the temptation of changing your style of delivery to a very effective sales motivator or sales manager. The fact is that some of the most productive, consistent, top sales people I’ve observed over the years were the ones that were genuinely themselves during their presentations!

One of the top national sales motivators and authors in the country is Tom Hopkins. He authored a book called ” Act Like A Lamb, Sell Like A Lion “. What kind of delivery style do you think he is encouraging, a loud, audacious, peel them off the walls style? You know better!

How about Zig Ziglar’s down home, charming, country style of delivery? How genuine does he come off to a customer or family he is looking forward to serving?

I’ve observed charismatic sales types that could sell ice in the winter time to eskimos, and could get away with colorful stories that were absolutely incredible, but does that style fit you?

Here are some ideas that will work for any sales person. Remember to make THEM the star of the show.
It’s NOT all about us and how much we know, it’s all about reaching out and HELPING THEM get what they want.

The only way I’ve been able to find out what people want and need, over the past 40 years, is to ask open end questions. How long have you been thinking about this? Why is that important to you? When you visualize this product nestled in your living room, how does it make you feel? Yes, we sales types need to learn to shut up, zip it, and stop talking so we can receive their answer!

Yet another way of demonstrating that we are being genuine is to ask questions that appeal to their emotions. An example would be, what was it that happened that caused you to send in a request for this information? When you experienced that particular event, how did that make you feel? People make make decisions emotionally and justify them logically.

An important caution is to break up your questions with personal experiences of your own. Some thing that is not part of a script. An example would be , my wife and I have three kids ranging from 27 to 34. Our oldest, Brandon, is a top salesman for a mobile home repair company. . . . . . When we feel we need to confide in one of them, which one do you feel we would be the most comfortable with?

Now you can ask them the name of the son or daughter that they would be most comfortable confiding with.
How valuable do you think this information might be when presenting to an elderly person?

Obviously, we need to be prepared to comfortably respond to an objection. My point is that some time we need to read between the lines. Our biggest objection may be the one that is unspoken, the art of being ourselves.

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