Sales managers, trainers, and average salespeople sometimes wonder what unknown quality makes the super salespeople of the world so good at what they do.
They want to discover the elusive quality, the "X Factor," that the super salespeople have, so they can teach it to others.
Psychologists studying the X Factor discovered that many top producers are especially skilled in social interaction. They create a give-and-take relationship with prospects. They encourage feedback and discussion, and they listen.
A top salesperson's conversation with a customer may appear to be casual and unstructured, but it isn't. It is a planned (not a canned) sales presentation. Many are designed along this pattern:
1. Gain Favorable Attention
2. Develop A Dialogue
3. Explain features and benefits
4. Handle Objections
5. Ask for the Sale
A good way to study dialogue is to watch two people at a social gathering deeply engaged in conversation. Each encourages the other to participate by using the following techniques:
* Excellent eye contact showing interest and friendliness.
* Body language, such as gestures and posture to indicate interest and enthusiasm.
* Paraphrasing the other's comments, such as: "Ann, a minute ago, you said ____________," to indicate close attention.
* Careful, attentive listening.
* Asking questions to clarify the others person's points.
Super salespeople use the same techniques. The dialogue during a sales presentation is not idle chatter. Many of the questions asked by the super sellers are planned in advance as part of the information-gathering step of the sale.
Salespeople can learn a lot by observing the techniques of top performers. The use of social interaction is one skill that can be employed to the success of the salesperson and the enjoyment of the prospect.
The X Factor Of Super Salespeople