Nowadays ‘busy’ is the new ‘cool’; or at least the new standard. We run around amuck. Simultaneously: on a conference call, while driving to our kid’s soccer practice and eating McDonald’s; or, eating a protein bar, while finishing a presentation, and calling a customer. It’s how we’ve learned to function. We can attribute some of this craziness to social media, internet, television, and the plethora of technology at our fingertips. Does it make us more productive? Probably not, in most cases. The best thing we can do is embrace our overwhelming, stress inducing days and figure out the best way to tackle them.
As a salesperson, you might be wondering how you infiltrate the day of one of these so called “busy-people”. I’ll tell you – there are five simple steps to getting their attention and closing the sale.
- Empathize With the Busy-Person
We all know what it’s like to busy – we know the stress it causes. So, start with being courteous, be empathetic of their business, and appreciate the fact that you might not be the highest priority item on their seemingly endless list of tasks. Having empathy will give you something in common with them, making you seem less like a salesperson and more like a friend.
- Keep it Simple!
Since they are crazy busy and have a hundred things on the go, the last thing they will want to do is add more information. Extra information could push even the coolest cucumber over the edge, so keep it simple and easy. Allow them the opportunity to make fewer decisions, which means your sale is less of a burden on their time.
- Be Prepared
The busy-person (your potential client) doesn’t have time for unpreparedness, so being organized is absolutely key. You might only get a few moments of their time to wow them, so having it all in order makes it easy for the client, makes you look more credible, and brings you closer to making that sale.
- Minimize Potential Risk
Along with simplicity; risk is a crucial aspect of a busy-person’s life. Often, they don’t have time for something to go wrong, so risk isn’t in their vocabulary. It’s your job as the salesperson to minimize the risk – try using shorter commitment times, show a portfolio of past successes, or offer references to clients in a similar position as the busy-person. Try to eliminate risk from your vocabulary too in order to empathize with them
- Establish Your Case
As with risk, busy-people don’t like change. Change means that they have to re-adjust potentially many aspects of their life and they don’t have time or energy for that. It’s important to bring forward a strong case, outlining all of your goals and ultimately the benefits for the client. Work in the simplicity aspect (if you’re prepared, this should come easy!) and you’ll make a successful case for how you intend to help them.
Ultimately, your goal is to be prepared, concise, and empathetic enough to break down the busy-persons walls long enough to pitch your sale to them, and have them recognize that it’s beneficial for them and their company. If you follow the 5 steps, not only will you demonstrate your skill, but you will also gain the clients trust – and that is the most important thing.