I was reading an article from a past edition of Scientific American recently. What was fascinating is the evidence emerging of the importance of the nervous linkage between our brain and our guts. We all know about ‘butterflies in our stomach’ before we do something important and how our body feels when we are in stressful situations. The article goes as far to suggest that our gut can be thought of as our ‘second brain’.
That set me thinking about how we can behave in meetings with prospective clients. I am sure that we all know that to become emotionally involved in a sale plays to the prospects system and can lead to appearing needy. The chances of making a successful sale in those circumstances are significantly reduced. That’s with our brain, though. So, what about the gut? Yes, surprisingly that old saying – trust your gut – does have some truth here.
Just suppose your prospective client’s office looks as though it could do with a good coat of paint and you are offered coffee in non-matching chipped mugs. Things are a bit thread-bare generally and XP is still running on the office PCs. What might you start to feel? A little uneasy? Maybe cash is a bit tight? Could they afford your service? Just that feeling in your gut ……?
In Sandler, we say ‘If you feel it, say it.’ Raise what you feel early on in the conversation. “Mr Jones, my biggest fear is that we will get well into the meeting and you will say that you like my service, but when it comes to talking about the investment required and price, you will tell me that you don’t have the budget for it. Would that be a fair statement? Could we talk about that now?”
If that turns out to be the case, better to find out sooner and have the chance to exit in a friendly manner before wasting your time or the prospect’s. Move on to the next! Increase your chances to getting to a prospect who does want to buy quicker and get to the bank sooner! Take note of your ‘second brain’!
For more food for thought about how to get to the bank quicker – and some for your ‘second brain’ in the form of coffee and biscuits – come to one of our seminars. For more information you can find a Sandler training centre here.