“By focusing on the goodness in your prospects and validating them, you create a positive, trust-filled environment that will pave the way for successful interactions and lasting relationships.” – Meshell Baker in today’s Tip 1783
Do you focus on recognizing the positive qualities in your prospects and validating them?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is:
Meshell Baker: Today, we’re going to talk about the power of positive validation in your prospect conversations. Now, this is a mindset tip that will significantly enhance your sales approach and foster stronger, more positive connections with your prospect. This tip is all about finding the goodness in your prospects and validating that while letting go of their faults.
Takeaway 1: Understand the power of positive focus. When you actively look for and highlight the strengths and positive attributes of your prospects, you shift the energy of that conversation. Positive reinforcement creates a welcoming atmosphere, making them feel valued and understood. This not only binds trust, it also opens the door for more meaningful interactions. Did you know that research shows that positive reinforcement can increase engagement and motivation by up to 30%? By focusing on the good, you’re not just selling a product, you’re building a relationship.
Takeaway 2: The Negativity Bias Trap. Be aware of the negativity bias. Our brains are wired to notice and remember negative information more easily than positive. You see, this bias will cloud your judgment and interactions leading to unnecessary friction and missed opportunities. By consciously choosing to ignore minor faults and focusing instead on the positives, you override this bias and set a constructive tone for your conversations. This shift in perspective not only helps in sales, it also enhances your overall mindset and outlook on success.
Takeaway 3: Building authentic connections. See, authentic connections are always built on validation. When you genuinely acknowledge the good in your prospects, you validate their work and contributions. This validation is a powerful tool for building and establishing rapport and creating a sense of partnership. People are more likely to do business with those they feel understood and appreciate them. Authenticity in your interactions fosters loyalty and long-term relationships, which are invaluable in any business.
Now, the influence of positive language. Here’s a powerful fact to underscore this approach.
Studies have shown that using positive language will significantly impact the outcome of negotiations and sales meetings. Positive language not only improves the mood and confidence of your prospect, it also increases the likelihood of reaching favorable agreement. By consciously choosing to highlight the good and speaking positively, you will drive more successful outcomes.
So today’s immediately implementable tip, I call it the three positive practices.
What is this? Before every meeting with a prospect, take time to identify three positive aspects about them and/or their business. This could be an innovative approach they’re using. This could be their commitment to customer service or any other strength you genuinely appreciate. The key word here is genuinely appreciate.
Now, during the conversation, make a point to highlight these positives. I’m going to give you three examples of what you could say. You’re going to pick your own. First one, hey, I’ve noticed from your customer testimonials that you’re incredibly responsive and a proactive organization. It’s clear that you prioritize excellent communication, and that’s really impressive. That’s number one.
Number two. Your innovative approach to customer service is truly impressive. The way you consistently bring new ideas to the market, it sets you apart in the industry.
Number three. I admire your commitment to community involvement and social responsibility. I saw your recent post making such an incredible impact in your community. Bravo.
Those are three. How you do that is you research, you read their articles, you go to their website, you go to social media, find something that is genuine and an authentic, and you point it out during your prospect. Prospecting conversation.
Remember, whatever you focus on, you find. So by focusing on the goodness in your prospects and validating them, you create a positive, trust-filled environment that will pave the way for successful interactions and lasting relationships. Have a great day selling.
Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1783. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!