When looking to improve selling, it can be very helpful to establish credibility and one way to achieve that is to display strength. Strength in this context refers to a high level of competence as a sales person, having a quality product to sell, and working for a stable company. And below are three simple and easy to implement ways to display this.
1. Lack of Availability
One minor tactic that we can use to try to display strength is to display a lack of availability from either a scheduling or product availability standpoint. An example of this is when we discuss either a call back or scheduling a first conversation with a prospect and we display a little difficulty finding a time slot. This can sub-communicate that we are busy which means that we must be successful and our product must be good, which is a different message from what is sent when we tell the prospect our calendar is wide open and we can meet at whatever time they are free.
If we are busy or if our product is not completely available, this can sub-communicate that business is good. If business is good, then we must be selling a quality product that is in demand and this can help improve selling.
2. Lack of Neediness
Similar to the lack of availability tactic is a tactic to display a lack of neediness in terms of needing to close the deal with the prospect. It is not a big secret that sales people want to sell their product, but there is a difference between a sales person that wants to increase sales and do a good job and a sales person that can’t sell their products and is struggling to keep their job and possibly pay their bills.
If you are able to display yourself as not needy from a sales standpoint, this can sub-communicate that you are either a good sales person or that you have a quality product, or possibly both. Either way, that will create positive impressions in the area of credibility.
The most effective way to display a lack of neediness is in the way we interact with the prospect when scheduling the next step and how we handle following up. For example, if we let the prospect lead in terms of direction and timing for future discussions and we comply with that by not following up with them early or trying to push them to move faster than the would prefer, we will display a lack of neediness.
If we add to that some disqualifying when appropriate, we can stand to create an image that we are not a needy sales person and if we add up all of these minor sub-communications, we can see a positive impact to improve selling.
Similar to the concepts already discussed like lack of availability and lack of neediness is the concept of creating an image of consensus to create credibility. Consensus means that a good portion of a group is in agreement about something.
When it comes to your products or services, if we can share information with prospects about our current clients, current orders, lack of product availability, high demand, and full schedule of meetings, this could paint a picture of consensus as there is a large portion of a group is in agreement about liking what we have to offer. If there is consensus, this could help to improve selling.