When selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves.
A consumer wants to know that the person behind the product believes in what they are saying, and they want to be convinced that the person making the presentation would use this product themselves.
Not to long ago, I went to get my oil changed at one of those fifteen minute quick lubes you might find along a major highway.
I watched the mechanic as he pulled my car into the bay and began to prep my car for the oil change.
Not long after I had begun reading my magazine, the mechanic came into the waiting area, and asked me to step outside so he could go over a few things in reference to my car.
While standing under the hood, gazing down at my car engine, the mechanic began to explain to me, that due to the high mileage on my car, it would be in my best interest to have my transmission fluid changed.
This made sense, however, the entire time he was explaining, he never once looked at me, only the engine, as though he was speaking to the car and not to me.
He than began to explain the process of changing the transmission fluid. He began by telling me that some part of the transmission would be “TOOKEN” off.
Stop! Hold everything!
When I heard this word come out of the mechanics mouth, a red flag went up.
My first thought was, “tooken” is not a word in the English language.
I very politely declined any further work on my vehicle. After all, I had only come in for an oil change.
I did appreciate the fact that the mechanic took the time to point out these possible problems with my car, and although he sold me on the transmission fluid change, he did not sell himself, and lost me on the sale.
The point to take into consideration is that a minor flaw, perhaps one you don’t even know exists, can make all the difference in your sales presentation. One small chink in your armor can loose you the sale.
If that mechanic had looked me in the eye, and used the word “taken” instead of “tooken, ” his company would have made an extra $79.99 that day.
Body language is perhaps the most critical part of a sales presentation.
Body language, especially eye contact, can make or break a sale. It gives your customer the indication that you are confident in what you do and what you sell.
Here are a few things to consider when selling yourself to your customer.
1. Body language, smiling and eye contact.
2. Firm hand shake
3. Pleasing appearance, make shore those shoes are shined.
4. Product knowledge
5. Speak clearly and slowly
6. Posture, don’t slouch
7. Take time to listen
If you take these factors into consideration, you will see an increase in your sales productivity. Always keep in mind that you are a big part of the sale. Before the consumer believes in your product, they must first believe in you.
Jay Conners is a former loan officer with more than fifteen years of experience in the mortgage business. You can read more articles just like this by subscribing to his free news letter by visiting his site at http://www.jconners.com a mortgage resource center. He also owns http://www.callprospect.com , a mortgage lead company.