How to Improve Your Sales Intuition
Last week, I talked about how we entrepreneurs and sellers need to be really good at identifying buyers’ emotions.
In this second part of the series, I will elaborate a little bit more and explain what I think is the number one asset that we can develop to become far more effective at sales.
Some people call it the sixth sense. I call it intuition.
Sales has a bit of a bad rap.
Traditional salespeople have a bad habit of not listening. They don’t listen to what their clients really want.
As I mentioned last week, your customers buy one of two things: good feelings or solutions to their problems. If you don’t tune into your buyers’ emotions, you’re highly reactive and a little bit too forward in your sales approach. Buyers can feel that you’re out of teach, and that affects the know–like–trust factor in your relationships. They don’t like you or trust you, because they don’t feel heard.
We need to honor our buyers and make them feel heard. The best way to do that is to listen. Really listen. To tap into our buyers’ emotions, we must use and fine-tune our intuition.
Here are some ways you can improve your intuition:
Ask for feedback from your friends and close associates. When you’re talking to them, try to figure out how they’re feeling by listening to the words they’re saying, how they’re saying them, and their body language. Then verify your intuition by asking them, “Is this how you’re feeling right now?” Make this a habit. You’ll find that the feedback loop of comparing your intuition to the answers “No, that’s not what I’m feeling right now” and “Yes, that’s so spot on” will help you to improve your intuition.
Find a mentor or hire a coach. Find somebody who’s better at sales than you are. I firmly believe in getting coaching that includes constant feedback. Share with your sales coach your game plan and plays that you’ve made. If the coach is skilled, he or she will give you constructive feedback, explaining you what you did right, what you did wrong, and what you can improve on.
Change your story. Instead of telling yourself that you have bad intuition, tell yourself that you have really good intuition. We need to change the stories in our minds and stop beating ourselves up.
When you go out there and fall down, scratching your elbows and your knees, don’t beat yourself up. Doing that defeats the purpose. Pick yourself up, and say, “You know what? I’m going to do better next time.” The positive feedback loop will enable you to become better as you move forward.
If you’re an entrepreneur, you should make a conscious effort to become better at sales, because sales is what drives a business.
Have a great week!