The Sale Happens Before You Shake Hands

Watching and managing sales people for years, I noticed that everyone has their favorite step to the sale.

Some people like the emotion of the presentation, while others may like the validation of the close. Whatever your favorite step of the process is, I propose that selling or not selling is decided just before you shake hands.

Like the Law of Attraction, you get what you expect. If you decide your shaking hands with a looker/shopper, you treat the customer as such and they act just like a looker/shopper you expected.

On the other hand, if you decide your shaking hands with a buyer, you treat them like a buyer and three times out of ten they act like one. There are no absolutes in sales, only percentages. I contend that whatever you decide, looker or buyer, you have a much greater chance of being right!

If your wondering if this applies to you, just think about your vocabulary and energy.

1.) Do you use the word “looking” to your customer? “Are you looking for something the size of your trade”. “What are you looking for today”. Try trading the word looking with buying.

2.) Is your energy and excitement the same as it is when you believe you have a buyer? Treat all your customers like a buyer and three time out of ten they act like one.

The good news is this is your decision. You are in control of your attitude and it is always contagious. If you don't feel like it - FAKE IT..

Before you shake hands with the next customer, decide and believe that your shaking hands with a buyer and let's see what happens.