I am a fan of Derren Brown. For those not living in the UK, he is a rather good illusionist with a big show on BBC. One of the trick he has is to ask people on stage to think of a piece of music and, when they share it, reveal that it is the same piece he wrote on a paper. A rather baffling trick. And he shared the way he prepares for it . Essentially, he has his crew following this person throughout the day prior to the show and make sure she is exposed to a piece of music of his choosing numerous times. This includes a band busking in the street outside her house, music piped in the restaurant she is eating for lunch, etc, etc… Once on stage, her subconscious has been sufficiently exposed to Derren Brown’s choosen piece and he get his result.
Photo credit: James Merhebi
Imagine this. You just walked out of a meeting with a prospect in a nice office in Central London. The conversation flew very well. Half way through the meeting, your prospect arranged for one colleague to join. She also arranged for some tea and biscuits to be brought in. A nice caring touch she didn’t have to do. And the meeting finished by the prospect saying one of these encouraging sentences:
“That was interesting. Can you send me some more information?” or “That was an interesting meeting. I will relay this internally and we need to catch-up on this.” and to finish “Very interesting. Glad we had this meeting. Let me reflect and we will synch-up shortly”.
Photo credit: Michael
Have you looked at job description for sales people lately? Have you noticed that all sales people have to be “enthusiastic”. Yeap, because sales people deal with people so they have to have that enthusiasm for their product and service. And this enthusiasm will naturally be persuasive. Because a prospect is naturally convinced by a salesperson that is knowledgeable about their product and so positive about it? Isn’t this right?
Another way to demonstrate our enthusiasm is to arrange a “demo”. In the technology industry, a demo is more often than not the first step a sales person is going to organise when dealing with a prospect. Because via the demo, we demonstrate all the nice features and attributes. Sadly though, I fear features and benefits don’t sell…