Best Sales Tricks for 2014
You may have heard of the “salesperson’s touch” but it is more than just a phrase – it is a powerful tool to clinch sales. It isn’t referring to the broad smile, the sparkling eyes and the machine gun speech that all good salespeople possess. It isn’t something mythical or something un-definable that the best sellers just have. It is something far more simple, direct and effective. The salesperson’s touch is just that – a touch.
As a salesperson what is the most important thing that you must do? You must gain the trust of your client, if they don’t trust you then there is no way that they will buy from you. Once you have their trust they will believe everything that you tell them. How do you gain their trust? Trust doesn’t come in the click of a finger. If the sale is the destination then trust is the journey. It comes as the result of work, of taking them with you along the road to trust. One of the most important trust-building tools that a good salesperson can possess is touch. It is vitally important that a salesperson knows when, and when not, to touch a customer to build and maintain their trust.
As a salesperson you should pay very close attention to a potential customer’s body language, this will provide you with clues that can be used to your advantage. When you are trying to sell something, whatever product or service it is, you will be placed under close and constant scrutiny by those you are trying to sell to. To alleviate this you must instill trust and credibility in them – once they feel comfortable with you they will feel comfortable doing business with you.
Certain parts of the body, such as the leg or the head, can be considered inappropriate to touch depending upon whereabouts in the world you are. In the United States it is considered acceptable to touch the hand, the arm or the shoulder. Be careful with the touch; don’t let it linger for too long. If your touch lingers beyond the two second barrier then it can seem too personal and will be viewed as unacceptable. A brief touch will create the connection that you need but a lingering touch can destroy that connection.
Before using this ‘touch tool’ to build trust it is essential that you observe and understand the body language of your customer. If they have shown any interest in your sales pitch then it is safe to use the power of touch. The magic of touch is that it can create warmth, trust, rapport and familiarity in a situation which could otherwise seem cold and formal. Touching should be done in as natural a way as possible, practice it before you try it on your customers. If the touch feels fake, or doesn’t seem genuine to the customer, then it can destroy the trust that you have been working so hard to build. The result – no sales and an unhappy customer. If, from studying your client’s body language, you sense that the time is not right then save the touch tool to use another time. The most successful salespeople know when to use the art of touching and when not to use it. A simple touch can create an instant bond.
When it is done in the correct way and at the correct time there is no more powerful tool than the salesperson’s touch. A brief touch can create rapport, trust and a real sense of connection. It can make your customer feel warm and happy. Whatever you are selling, make sure that you are an expert at the salesperson’s touch.