If you’re in business you need sales, I get that!
There is nothing wrong with wanting the sale, but the last thing you want to do is appear like you are desperate for one.
There’s a fine line between making it clear that you want to win the business and looking desperate for it.
Here’s the problem with being desperate – buyers can smell it on you a mile away!
The best entrepreneurs effortlessly let people know that they are always interested in winning the business, but at the same time they don’t need the business.
The difference between these two positions may be subtle but the impact is profound.
It’s what I like to call ‘Buyer V Seller Mentality’.
Get it right and you will dramatically increase the number of people who want to do business with you. Get it wrong and great sales opportunities will slip right through your fingers.
Let’s look at how the best entrepreneurs apply Buyer Mentality and avoid looking desperate for a sale.
I suspect we’ve all been there, face to face with a prospect that we desperately need to win. I know I certainly have.
When sales are in short supply and you have a family that needs to be fed, and bills that are screaming to be paid, hiding the sense of desperation that’s bubbling below the surface can be tough.
But it’s at these times that we need to avoid dropping into Seller Mentality at all costs.
The bottom line is people don’t like to be sold to, and when you apply a seller mentality you are dropping into a convincing mode, where you are trying to talk people into doing business with you.
But let me ask you this.
When you are looking to buy something and the salesperson is trying to CONVINCE you to buy from them, what do YOU DO?
I suggest the more they talk, the less you listen.
When you have Seller Mentality and you are trying to convince someone to buy from you, what you’re really doing is talking them OUT of doing business with you.
The alternative to Seller Mentality is to apply a Buyer Mentality.
One of the things all the best entrepreneurs I know do when they want to win a new client is apply a Buyer Mentality.
There are multiple benefits to thinking this way.
Selling is a lot about energy. The ENERGY of the sale changes dramatically when the salesperson has buyer, rather than seller, mentality.
When you are in Buyer Mentality, you are exploring the possibilities of working together, assessing if there is a fit between your offering and the prospects needs. You are assessing the prospect just as much as the prospect is assessing you.
This is a powerful position to sell from.
This is one of the most powerful lessons I learnt from one of my mentors.
When I began to apply this strategy, I saw an immediate change in the type of sales results I produced. I have watched countless numbers of my clients use this approach to not only convert more sales, more often, but they’ve been able to do it at a higher price.
When you begin a sales conversation in Buyer Mentality, you come to the table as an equal with your prospect.
Typically, when people approach a sales opportunity in Seller Mentality, they take a subservient position, where the prospect makes them feel like they are doing them a favour to have the chance to pitch their stuff.
If you find yourself in sales environments like this, you’ll know they seldom end in a sale, or at the very least, are not worth making.
If you want to convert more sales, then your goal is to create an environment in which the prospect is excited to explore the possibility of working with you.
To create this, you need to do several things:
- Walk, talk and be confident in your own ability.
- Present yourself professionally (always).
- Make sure they are very clear on what you offer.
- Speak with certainty about the results you can produce.
- Be clear about the type of clients you like to work with.
- Be prepared to say NO and walk away.
The more confidently you carry yourself and the more time you spend in buyer mentality, the more prospects you will attract and convert for your business.
If you want more business, make sure you’re not constantly sending out negative subliminal messages to the marketplace. The most common of these messages is the entrepreneur who, when asked how they are going, answers…“Flat out, I can’t keep up, I’m so under the pump” etc.
These types of comments STOP prospects from doing business with you because they assume you are TOO BUSY to take on their job.
The next time someone asks “How are you travelling?” try saying something like … “Things are going well; we’ve got lots on but we’re always looking for more.”
Remember you are ALWAYS interested in the business (assuming the client is a good fit) but you never want to look like you desperately NEED the business.
I suggest that at the next sales meeting you have, try applying some Buyer, rather than Seller, Mentality and watch what happens. I think you’ll be pleasantly surprised just how effective it is.