Remember when you were a kid and you played the game, “Follow the Leader?” I want to talk about how; “Follow the Leader – The Sales Game” is a great game to play in Sales.
Don’t Over Sell or Over Talk your Prospect
So many times in Sales what you find is a Sales Person who is anxious to tell you everything they have to sell. They start right off by unloading, “We have this and that, in this color and that, at this price and that, in this location and that, with this incentive at that rate.” They do all of the talking upfront or “Leading” and the prospect is left, “following” what they are saying. I can assure you if you are the one talking, you are not building rapport. I am sure you have crossed paths with Sales People like this in your lifetime and remember how annoying they were? You couldn’t get a word in edgewise. Do your best to not be like them. Ask tons of questions up front, to get your “Leader” talking and then listen, listen, listen. The sooner you get your Leader talking, the sooner you can start following.
When you are playing Follow the Leader, “The Sales Game, you will find it’s a much easier more efficient way to sell. When you let your prospect talk or LEAD, what you find is they will tell you what they need, when they need it, how they need it and how much they can afford to pay for it. They will tell you how to sell them if you listen. They will tell you their insecurities if you build trust. They will tell you their hot buttons if you build rapport, there’s lots of statistics out there to prove it. By letting them lead, when you finally do start talking it should be about solutions for their needs. Let me say that again, Solutions for their needs.
Remember in “Follow the Leader” the Leader did something and you had to follow it. There is no better way to build trust and rapport than by following and mimicking your prospect. It’s a sure fire way to make someone feel at ease by observing them and selling to them the way they like to be sold. For instance, I hate a hard sell and will walk away from you if you come on too strong. I like a helpful sell, a “How can I HELP you?” sell. I like a Sales Person who will go the extra mile for me. Now if you don’t ask me questions and you lead, how are you going to know that? If you don’t build rapport, mimic and get to know my needs, you will not know that and lose a sale. You will not only lose it, you will lost it very quickly and not even know why.
So spend the time to play “Follow the Leader-The Sales Game”. It‘s one of the best Sales Games around and will work for you every time. Because in the end all that matters is that you have a happy, buyer for life and your competition doesn’t! Happy Sales!