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The key to acknowledgement

By: Colleen

The key to acknowledgement
A powerful driving force in all customers and sales people is
the desire to make a difference. We want to see that our lives count
and we need to feel that we matter to someone, that we are noticed and
important. That’s why acknowledgement is important. To
acknowledge someone is to say: I see you. You are
significant. I understand you…I admire you. This
is the case with all humans, and because all selling is ultimately
Human to Human selling we need to pay attention to acknowledgemen href="empathetic">t
and use it everyday to help us sell more, in less time.
People ask: “Is it possible to over-acknowledge
someone?” Not if the acknowledgement is genuine. The concern
should not be the quantity of acknowledgement, rather the quality
of the gesture—whether our sincerity is in the
acknowledgement. To my knowledge, no one has ever left an organization
or refused to buy a product because they were acknowledged or supported
too much. Sadly it’s a different story on the flipside. Who
hasn’t heard a story about a customer that leaves a vendor
because they perceive that the salesperson or the company
doesn’t care?
Acknowledgement is about more than singling out someone and
showing them with praise or gifts. There are also implicit support
behaviors, and these should be worked into your daily sales calls and
routines for all interaction.


  • Be empathetic and compassionate


Truly care about your customer (no matter how good an actor
you are, faking it won’t work). Ask questions, take notes and
lean in to show that you're engaged in their answers. When you take an
interest in people, they remember you—and when people
remember you, it’s good for business.

  • Observe their eyes, handshake, body language
    and tone of voice


Try to capture the physical impression your prospect makes,
then try to match the spirit of it. Mimicking will not work. Rising to
your customers emotional level will href="http://www.Engage-Selling.com" target="_blank">(www.Engage-Selling.com)


  • Make eye contact


This is especially important when you walk into a room full of
people. Eye contact is also essential after we get to know people,
because it cements our existing relationships and lets them know that
we’re still interested in their well-being. Very few
salespeople ever look their prospects directly in the eye. By simply
smiling and making eye contact, you’ll be surprised how much
you will set yourself apart.

  • Be a life giver—give first


Share your network of contacts with your customers and
don’t expect them to give you their business without you
giving them something first. Look to give away things that increase
your value. Perhaps they need a referral to a partner of yours, or help
finding a new dentist. Or maybe they have a business problem that can
be fixed with a new idea you read about or heard from someone else
you’ve met.

  • Express your true intent


Tell customers upfront: “I don't know if
there’s a fit between what you need and what I have right
now, and I’m hoping we can explore that in more detail during
this meeting.” Or try this: “I
only have your best interests at heart, and I promise to be honest with
you throughout our conversation. In the end, I hope that we can
mutually decide if there is a reason to move forward. If not,
that’s fine too, and I hope you’ll feel comfortable
telling me so.” The thought of speaking to
someone like that might make you uncomfortable. It runs counter to the
business habits we see being practiced every day. That’s one
of the reasons why only 10 percent of salespeople in any href="http://www.engageselling.com/articles/sales_articles.shtml">organization
are top performers. They do things that most others don’t.
Try expressing your true intent. Say it to yourself a few times.
You’ll be amazed at the response you get.

  • Don’t go for the big decision all
    at once


In our personal lives, we don’t propose to someone
before we’ve been on a first date. The same is true in our
business relationships. Obtain approval from your customer to move
ahead in increasing increments. All too often, salespeople jump way
ahead of their prospect’s buying curve. This puts the buyer
and the seller out of sync. When the salesperson is trying to close
while the prospect is still evaluating options or determining risk,
trust is broken and the prospect feels pushed. The sale comes
dangerously close to disappearing.

  • Use friendly, warm words instead of formal
    business speak


When you use simple language, people respond better and trust
you more. So limit your words to three syllables. Don’t try
to impress prospects with your extensive vocabulary—you run
the risk that you end up just sounding inauthentic.

  • Use people’s names…with
    care


When it comes to using names, there are just two rules to
follow. Be aware of whether they’re more comfortable being
addressed on a first-name basis, and never
overuse their name—doing so only sounds corny and false. Dale
Carnegie once said, “ href="http://www.engageselling.com/colleenfrancis_contact.shtml">nothing
is so beautiful to a person as the sound of
their own name.” Just use your discretion.
Practice acknowledgement everyday by finding one person each
day that you can recognize for something great. It can be as simple as
a compliment on a new haircuts or as significant as a celebration for
bringing in a large new account. Either way, your relationship with the
recipient will be strengthened. Your success is directly determined by
your willingness and ability to acknowledge and support your customer
base and network. In good times or bad, the type of salesperson you
choose to be is entirely up to you. Chose to be kind—honest,
open and supportive of your customers. You’ll see consistent
sales growth, you’ll build an excellent reputation and become
a leader in your field—regardless of your market or the state
of the economy.

Article Source: http://www.coacheslyceum.net

Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions (www.Engage-Selling.com). Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line. Start improving your results today with Engage's online Newsletter Engaging Ideas AND 10 weeks of free sales tips: www.EngagingIdeasOnline.com

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