Why do people buy and how can you use that knowledge to actively create more sales? Focus on the factors you can control, like your attitude.
Look back to your college days to your first day of Microeconomics 1010. Day one, lesson one, first words out of your professor’s mouth: “Why do people buy things?”
Do you remember the answer? The technical term your professor probably taught you was “utility.” That jargon roughly translates to “it makes them feel good.” For one reason or another, every purchase you (and, more importantly, your customers) make is because for some reason it, simply, gives a sense of satisfaction.
When your customer walks through the doors of your showroom to look at the spas you have for sale, they already have in their mind why they would like to buy a hot tub. Maybe they are excited about your product, maybe they like the benefits that they believe a hot tub can bring them, or maybe they like the idea of how people will view their purchase of a spa. Whatever their reason is, remember that it’s based on emotions. Emotions are fickle, so if you want your customers to stay positive and focused on the satisfaction that a hot tub will bring them, then you need to be equally positive and focused!
- Harness the power of your body. A good attitude starts with first convincing yourself that you have a good attitude. Ever heard the phrase “fake it ’til you make it?” If you want to have a good sales attitude, then show it all day long with the power of your body.
- Smile
- Maintain a good, upright posture
- Elevate your eyes
- Walk with confidence
- Check your inner conversation. The average human has 40,000 thoughts every day. What portion of those thoughts are working against you and your good sales attitude?
- Focus on what you want to happen rather than what you don’t want to happen. Remember that your thoughts become your actions — if you want to have a good sales attitude then you need to maintain positive sales thoughts.
- Think of ways you can serve your customer rather than ways you can personally benefit from the sale. This more positive line of thinking will resonate with your customer and will keep you feeling positive about your relationship with them.
- Prepare, prepare, and prepare. If you want to be a confident, positive salesperson then you need to know your product inside and out.
- Know your products and the benefits of your product and you will have answers for any common objections or questions a customer may have.
- Preparation allows you to act naturally and comfortably with your customers because you are not worried about what you might say next.
- Be authentic. Salesmen get a bad rap because they are known for being fake and manipulative. So don’t be one of those salespeople. Customers know this and won’t stick around if they think you might be being shady.
- Customers know who really cares about them and their needs and they will be much more inclined to give you their business if you genuinely care. So care.
- Be your unique, genuine self. It’s not hard to tell when someone is putting up a facade. If you are genuine and honest with your customer, they won’t feel like you’re trying to hide something.
- The greatest benefit of authenticity is that you will be living your life with self-confidence, high values and integrity.
What do you think? What are the most important attitude traits a salesperson can have?