Many of us in sale-driven industries have heard of the acronym ABC. In other words, “Always Be Closing.” In my world of sales and business however, I like to think of it as “Always Be Confident.”
Because confidence is key to making a sale.
1. INSPIRE ALL FOUR SENSES
Create an environment in which you thrive and the potential client feels comfortable. I work in the floral design and event planning industry so I work out of a studio. My team and I make it a point to surround a client with warmth each time they come in through our doors.
For example, we make sure the music is on and at the right level, a candle is lit, the studio is picked up, and their name is on our welcome board to remind them that they’re not only expected but they’re known. Most importantly, we want to be seen as well-prepared and have the right paperwork out and ready. When the client steps into an environment that is well kept and tidy they will feel more confident in you.
2. FIRST IMPRESSIONS
First impressions are everything! Wear your favorite pumps, that one red lipstick you love, curl your hair, and button that blazer, all while maintaining great eye contact and a smile. Make them feel as if they are the most important part of your day, in the most genuine way possible.
3. LISTEN MORE THAN SPEAK
Selling with confidence doesn’t mean talking about you the entire time. Let them have air space 90% of the time. You should never go into a meeting without a blank consultation form and knowing the order of questions that makes sense for the meeting. Let them do most of the talking, yet guide them through the conversation with questions that have been thought about (and written down!) prior to them coming through your doors.
Create the relationship and ask for the sale! For example, if you have talked for a good hour and know that you can bring value to this person with what you offer then say “I’ve enjoyed talking with you today! I love your vision and I know that we can bring value to what you need. Does it make sense to save your date today?”
WRITTEN BY SARAH JOHNS: ENTREPRENEUR, CREATIVE, FLORAL AND EVENT DESIGNER.