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When I began my sales career all those years ago, I was told that at the bottom of all successful sales was a transfer of emotion – my manager told me that I was either transferring my positive feelings about my product onto my buyer, or he/she was transferring their negative feelings about it to me. Whoever was able to transfer more of their emotion and feeling won.
Now that may seem a bit simplistic to you now, but if you look at the essence of it, there is a lot of truth to it. You’ve probably heard some of the sayings like, “Enthusiasm sells!” or, “Whoever has the strongest reasons to buy or not buy usually wins,” and things like that. My question to you is: “Are you enthusiastically presenting your product or service on every call?”
I’m sure you know the difference between having a good day and having a bad day, right? Have you ever noticed how on fire you are right after a big sale? You’re positive, on top of the world, unstoppable, right? This is why good sales managers tell their reps to “get back on the phone while you’re hot.” Have you ever noticed how objections aren’t quite so bad when you’re in such a positive mood?
And the converse is true as well, isn’t it? Have you ever noticed how, when you’re having a bad day, it’s easy to be put off when cold calling and how you don’t pitch with quite the same level of power? Have you even given up after being put off or after an objection, only to then say something like this to yourself: “Well, this just isn’t my day. Maybe I should just stop calling today and try again tomorrow?”
If you’re in sales, then I bet you can relate to both of those scenarios, can’t you?
What I’ve found over the years is that most sales people let their prospect’s mood affect and lead theirs rather than the other way around. After listening to thousands of calls over the years, I can hear how a sales rep’s voice drops or slumps as soon as a prospect cuts them off or tells them they don’t have much time, or worse, that they don’t really see the value in their product or service.
Top reps, on the other hand, have a different approach. They know that it is their job to transfer their belief and attitude to their prospects, and they stand ready with a list of “Power Statements” that help get their prospect into the proper mindset. They then overwhelm them with their positive attitude and don’t give up until they get the sale.
Here are a few statements you should have ready at all times when you’re closing or cold calling. Any one of these can mean the difference between who catches whose attitude and who sells who:
Positive Statement #1
“________ once you truly understand how this works, you’ll be as impressed as I was during my interview here. Let me take just a moment to fill you in…”
Positive Statement #2
“_________, I guarantee you’ll be 100% happy you took just a moment with me to show you what this can do for you….”
Positive Statement #3
“Are you ready to be amazed today? – because after I show you the changes we’ve made to this (product or service), you’ll be more than surprised. Go ahead and open that…”
Positive Statement #4
“________, virtually nothing that you know about this (product or service) has remained the same – in fact, we’ve made every part of it better and added some features that you’ll soon never be able to live without. For example…”
Positive Statement #5
“I’m sure you wouldn’t mind learning why we’re the best selling (your product or service) in the marketplace, so let’s do this – go ahead and open that email and let me point out just two things that make us number one…”
Positive Statement #6
“_________, you do want to go with the best company you can for this with the best customer support and loyalty program, don’t you?”
Positive Statement #7
“________, I couldn’t wait to speak with you today. I’ve just had an update that will knock your socks off! Do me a favor and grab that brochure…”
Positive Statement #8
“_________, I couldn’t wait to speak with you today! So much good news has happened since we spoke last that I don’t even know where to begin. Tell you what, let’s start by reviewing that email I sent you…”
Positive Statement #9
“_________, there are three things that make me excited to come to work every day, and they also make all my clients excited to sign up with us. The first is….”
Positive Statement #10
“_________, are you ready to finally get the best (your product or service) on the market today? If so, then grab a pen and get ready to take some notes: I’ve got some exciting things to tell you today…”
If Prospect is Negative:
Positive Statement #11
“If that were true I wouldn’t be representing this… The fact is, most people don’t fully understand how this works, but once they do, they understand why we’re the number one product on the market. Let’s do this…”
Positive Statement #12
“Let me tell you just three reasons why we’re the number one brand in this industry, and if you still aren’t interested after that, then we’ll part friends. The first is our world class customer support…”
As you can see, by using these kinds of statements you are the one setting the tone of the call. Never forget that enthusiasm does sell, and always check your attitude before you pick up the phone – and have these statements ready!