When we say Lie Detection, it doesn't mean catching a lie like a detective or a police. A lie is anything which is not giving you the result you want ( in this case, Sales) . For ex- The buyer tells you that he/she'll give you a call or your product/service is really nice or the product /service is overpriced . How would you know, if the buyer is telling you the truth or if the buyer is really interested and genuinely thinks the product/service is overpriced etc .
In this article, we will be focusing on the Sales part. Sales is the factor which makes or breaks the brand. Therefore, the people associated to it, should be dexterous enough to catch the cue spot on to save time,money and energy. One wrong move and one of the three is gone.
Imagine, you are a sales person, with many efforts you somehow managed to get an appointment with one of your prospective clients. Now the real challenge begins. How would you impress the person? Or how would you know if he/she is really interested!
You should know right from the beginning of the conversation , i.e is there a chance of positive conversion to the 15 mins conversation or not? There are a number of factors like base-lining, red flags, common gestures, facial expressions and micro expressions etc, which would let you know whether or not you should spend time with the buyer. Also, how to have a positive conversation, when you notice doubts across the table. Remember that, a person will not let you know the problem unless he/she is really interested. Generally, people avoid asking for clarification, to not entertain the salesperson.
Selling is easy, but selling to the right person, at the right time, with the right attitude, is not easy.And of course, the right product/service knowledge is important for the sales person.
So, whenever you get a chance to attend training session on Lie detection & Sales, don't miss it.
Stay tuned for more.
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