People mimic your emotions and your beliefs, but only strong emotions and beliefs. As you go through every day you’re sending out signals that reflect you emotions or negativism. You are sending out either confidence or fear.
If you want to know what emotional signals you’re sending out look at the objections you’re receiving from your customers. Objections are merely a reflection of your emotions and beliefs. If you want to eliminate objections then you need to change the emotions you’re displaying…which your customers are mimicking.
If you’re getting price objections, then your customer is mimicking your price fears. Study the features that go into our products that make them worth their price or drop down to a line whose price you don’t fear. If you’re getting objections about product quality then the customer is mimicking your lack of confidence in quality. Talk to your manager or study your catalog until you BELIEVE in the quality of Maintenance Engineering’s products.
Decide what emotions and beliefs your customers need to have then make sure they dominate your thoughts from morning to night. The key is that those emotions and beliefs must be strong enough to DOMINATE the emotions and beliefs of the customers you encounter. Concentrate on the positive sales emotions. CONFIDENCE (trust) and ENTHUSIASM (yes).
Do this and objections will diminish. You sales will increase in direct proportion to your providing your prospects with the positive emotions and beliefs that CAUSE sales to happen. Mimicry is a powerful sales tool. Become a master at it and you will sell consistently under all conditions!
Curt Kesselring
President Maintenance Engineering
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