Unforgettable: The 3 Ingredients to a World Class Experience
Buyers will more willingly pay for a world class experience than they will for a world class product.
A product may stir emotion on its own but a world class product without a world class salesperson to sell it does not make the product unforgettable. However when you include a salesperson who is world class into the mix, the value of the product is vaulted exponentially as the buyer now has the internal motivation and the external inspiration to buy. That is the winning combination. Whether it’s the home of your dreams found on –line, that special car in the poster you had on your wall as a child, or the investments you’ve been dreaming about making to ensure your retirement or baby’s education they all remain great products in your mind until a world class experience breathes life into the dream and moves you into the action of making those dreams a reality.
There are many ways as salespeople we can create a great experience however these 3 ingredients are key to ensuring you and your deal are unforgettable for you buyer – guaranteeing the close.
1. Be unforgettable. There are so many forgettable sales people. You may have been one. You know this is true because of the number of times your prospect forgets who you are when you make your follow up call. Become unforgettable in a great way - not as the butt of the joke. Amazing attitude, fabulous energy, contagious enthusiasm, the expert in your field, supreme process and role execution, the authentic desire to see the best for your buyer, and the ability to build value at a level double the investment allow you to become unforgettable.
2. Move People. When a buyer buys from you or your company it cannot simply be an exchange. To create the unforgettable experience it must positively stir their emotion. Buying and selling is an emotional event. What you bring to the table for your buyer must move them positively to action in your favor. It is easier to move people out the door than it is to move them to action. However when we engage the sales process with excellence and commit to world class experiences we will positively stir emotions and move buyers. When we move them, they move into action.
3. Create Lifetime Memories. My grandfather used to tell me the story of the Cadillac salesman he would simply call to get his next car ready and the salesman would deliver it to his home. He had a level of trust for that salesman which to this day we talk about in our family some 6 decades later and years after my grandfather has passed away. As sales people when we create the kinds of memories which become lore in family tales – we become unforgettable. Enter into every sales with the desire to be part of the positive lifetime memory of your buyer and you will absolutely create a world class experience
.In business we so often throw around the term “exceeding expectations” which is so nebulous and indefinable it is more often lip service and the cute script found on the ABOUT US portion of our websites. The way to truly exceed expectations is to provide a world class experience. When this becomes the way we do business we not only add enormous value to the product we are selling, we become the obvious choice to buy from and provide the buyer with a compelling reason to say YES.
Sean Moffett http://Twitter.com/TheSeanMoffett