Women want you to build a relationship with them and feel comfortable with you as a person, whereas men are more concerned about your status and your authority before they proceed. Fortunately there are universal sales techniques that can be applied to both genders.
The “mirroring” technique:
Mirror verbal cues. If they talk fast, you talk fast. If they talk slow you slow down. If they are calm you need to be calm. People like to buy from people like themselves.
Mirror their non-verbal cues. Model their posture. If they cross their legs, you cross your legs. You can take your time – this isn’t a game of Simon Says. Wait 20-30 seconds after they transition. (If they fold their arms, wait 20-30 seconds before you fold your arms).
“Buying Signals” to be aware of:
The head nod. This seems obvious except that the speed at which they nod tells you the most. Nodding quickly can mean, “Yes, I get it, please move on” whereas a slow nod indicates significant interest.
Eye expression. If you watch high stakes poker on TV, you will see that many of the players wear sunglasses – not to be cool – but to avoid letting the other players see their pupils dilate when they are holding good cards. If you are looking your client in the eyes and see their pupils growing, it’s a sign of excitement!
Whistling teapot pose. This is when your customer is leaning forward in a positive response.
When you see these signs, you will want to close the sale. And if the prospect is ready, they will buy! Take the cue and close the sale.
When we ask salespeople why they didn’t take the order, the common response is: “I don’t want to be the pushy salesperson that everyone hates.” If you could learn to recognize when the prospect was feeling pushed, pressed, closed, or stressed, so that you could address the real issues and close at the appropriate time, would you not feel better about the closing process?
People will let you know they are feeling uncomfortable:
Break eye contact. People will look down or away when they begin to feel stress. Look for the break in eye contact when closing. If they are saying ‘no’ but looking you in the eye when you are negotiating, they are not feeling stress.
Blink rapidly. If they are maintaining eye contact but you see an excess of eye blinks per minute, they are feeling stress.
Rubbing the forehead. When people rub their foreheads they are feeling anxiety.
When you are on the phone:
The pause. The prospect will stop being interactive and will stop talking for longer than normal periods of time.
Stutter and stammer. The prospect will stammer or stutter more than at any time previously in the conversation.
Word repetition. They repeat a key word over and over! Take particular notice if that key word is no.
Until you hear negative cues on the phone or see the physical signs in person, take the order. The prospect wants you to complete the sale. In most cases, feelings of pressure stop salespeople before the prospect ever would!
Asking for the order and knowing the prospect is ready to buy, spells success in any language.
Are You Speaking Your Customer’s Language?
