Sales and customer loyalty
Any good sales rep can persuade a customer to buy more (upsell/cross-sell). A great sales rep will inspire the customer to come back again and again because a meaningful and emotional connection has occurred. Influence and persuasion are only short term solutions.
I am a huge admirer of Dale Carnegie (How to Win Friends and Influence People) though believe we’ve long entered a new thought era where “persuasion and influence” are yesterday’s business approaches (some of you are groaning). We are now in a purpose-driven climate. Thank you Millennials for inspiring this needed shift. Connecting to people’s heart is what evokes action and drives sales.
Emotions drive human behavior. It’s that simple. 2 for 1 deals and slashed prices are only a short term incentive. When the deal is better across the street, your customers will jump ship. Now what? You’ll need more and new persuasive or influential tactics.
Do this instead.
Provide customer’s with relevant and valuable information (personalized solutions)
Offer your customers meaning that connects you and them to a bigger picture
Have relatable core values that motivate
The intention of the sale should be to empower by bringing value… money is a residual affect of providing value. The intention of the sale should be purely to solve a problem. The intention of the sale should be to emotionally connect with the consumer. This shift in intention will actually increase sales and drive customer loyalty. Most sales people already know this and implement effectively, though we sometimes forget the fundamentals. We lose focus of the WHY.
Vital Germaine
President of ENGAGEteams360
Vital is Las Vegas' most dynamic keynotes speaker and corporate trainer. His executive leadership experiences are designed to inspire extraordinary performance and promote the INNOVATION MINDSET.
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