“Get in a power pose, maintain eye contact, show and exude your confidence. Be flexible in how you listen and speak to people, and basically just be prepared to know that everything you have for that client is in their best interest.” – Meshell Baker in today’s Tip 1663
Are you one of the top 20% of sellers?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from our favorite Sales Confidence Igniter and Authentic Selling Crusader, Meshell Baker. Here she is:
Meshell Baker: Hello! Today, I’m going to talk to you about the science back facts of successfully selling. First, research shows that top 20% of salespeople make 80% of all sales in an organization. As you listen to this, think to yourself, Am I one of the top 20% of sellers? And if you’re not, how you can become one with utilizing some of these facts?
Fact number one. Stay curious. A 2011 study by Harvard Business Review found that top salespeople have high levels of curiosity. They ask customers as many questions as possible to understand their needs better. It’s not limited to customers and clients. They are curious, period, of their colleagues, of their superiors, curious in life because they’re constantly seeking ways to solve. In that same study, more than 3,000 employees attributed 92% curious people bringing new ideas into teams and organization and viewed curiosity as a catalyst for job satisfaction, motivation, innovation, and high performance.
Fact number two. A study by Gietemer in 2000 showed that top sellers are not tellers. Instead of giving information and presenting features, top sellers solve problems and translate features into benefits. The way they do this is telling stories. They utilize the opportunity to share their success with prior clients and their prior successful client experiences, attributing that to the challenge or the opportunity that’s being presented with the current prospect they’re talking to. Remember, sell don’t tell.
Three, be ambivert. The best-sellers aren’t either introvert or extrovert. In a study by U. P. N, they found that top sellers have the traits of both. They are skilled at listening and talking because they naturally engage in a flexible pattern of both, of talking and listening, and they are likely to express sufficient assertiveness and enthusiasm to persuade and close the sale, and are inclined to listen to customers’ interests and be less vulnerable to appearing too excited. Incredible.
Fact number four. Exuding confidence. Customers are unlikely to believe you have the best offer without your confidence in yourself or your product. According to research, confidence and enthusiasm are top predictors of sales success. Customers are often very wary of salespeople. As we know, and in a research I reported only 3% of Americans trust salespeople. So your confidence is contagious. When you are a seller who is confident about your skills, training, knowledge of your product and services, and the value it brings, the individual customer will notice it actually comes off more professional than a salesperson who lacks confidence in their abilities. This means you have the opportunity to turn your customers with your confidence into making a decision that works for both you and them.
Number five. Power pose your way to sales. Study after study shows that nonverbal communication is essential to be an effective seller. What does that mean? It shows that powerful body language increased sales in one study by 56%. So before changing your body language, recognize your stature about how you are with that person. You don’t want to be overly confident again, and you don’t want to appear to be arrogant or pushy, you are just exuding confidence through your body. Roll your shoulders back, straighten up your spine. This demonstrates confidence and confidence. Maintained eye contact has shown to be increased 60% conversion. Eye contact boosts dopamine and trust between you and that prospect. Keep your hands visible. It builds trust to have your hands. Don’t cross your arms or put your hands in your pocket. This can imply you’re hiding something. Keep your knees and feet straight. So get in a power pose, maintain eye contact, show and exude your confidence. Be flexible in how you listen and speak to people, and basically just be prepared to know that everything you have for that client is in their best interest. Have a great day selling.
Scott Ingram: To connect with the successful seller that is Meshell Baker, just click over to DailySales.Tips/1663. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!