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The words we think, speak and write are very powerful. What is even more powerful is to understand the origins of words as we who are professional sales people communicate to clients, business associates, family and friends.
For example, did you know that the word elicit means "to entice out?" Modern day definition has refined this word to mean to draw forth.
Yet, is not the word "entice" far more visual and emotional than the three words "to draw forth?" And given that people buy first from an emotional perspective then justify that purchase from a logical one, does it not make sense to truly think about how you elicit the sale?
In sales for example, the goal is to elicit (draw forth) a behavior that results in your potential customer buying your product or service. To be successful at this endeavor does require you to entice them with your words as well as your own behaviors. So how effective are you at enticing your potential customers? Sales Coaching Tip: Enticement is really all about creating a compelling marketing message supported by positive core values (business ethics).
This leads to the question of how do you elicit these positive behaviors from those you meet and greet as you work your marketing and sales plans? The first step is to return to your core values statement within your own strategic business growth action plan. Are your behaviors in alignment with those positive core values? Possibly, your behaviors are turning off potential customers?
Next, it is crucial to invest the time to construct at least one if not several written sales scripts which are in all actually written compelling marketing messages that will elicit the responses you are seeking. There is a plethora of resources from books to Internet website to monthly Ezines that can assist you in this action. Sales Coaching Tip: Each sales or marketing script would be for a specific target market.
After completion of these marketing scripts, now it is time to practice. How well did your potential customer react to what you had to say? Did you observe those non-verbal body gestures or reactions? What was the first thing the potential customer had to say to you?
From your practice and what you learned from your observations, now is the time to make any course corrections to ensure that you are eliciting the desired responses that will literally have them pulling you closer to them. Sales Coaching Tip: Having your customer pull you to him or her is far easier than you have to pull him or her to you.
Understanding how to elicit a sale is what separates successful sales people from not so successful ones. How you entice that potential customer is 100% within your control. All you must do is have a predetermined path that you know will eventually increase sales because your enticing message is absolutely irresistible.
