Sales Opening Techniques: Setting the Energy

One of the most important things that we will do in sales is to set the emotional altitude for our prospect through our sales opening.

But have you ever thought about how to do this?

Over the next few weeks, we’re going to talk about sales opening techniques, starting with step number one:

Setting the Energy

The perfect sales opening means that you are supporting the buyer’s emotional altitude. That emotional altitude measures the amount of positive emotional energy that a customer has during the buying process.

Energy is dynamic, right? It comes and it goes. But it’s something that can be controlled. In fact, it must be controlled.

Think for a moment about any restaurant that comes to mind. Imagine walking in and doing an energy assessment of that restaurant’s environment. Sometimes you walk into a restaurant, it’s busy and people are happy and the energy just feels good. Other times you walk into a place and it’s dead. And frankly, maybe even a little depressing.

Great businesses put a premium on energy management. As an example of that, think of your local Apple Store. There’s a reason why the Apple Store environment is so frenetic. Because they want their customers to adopt that energy. And when they do, what happens? They’re more likely to make a purchase of an Apple product, or even several of them.

But energy doesn’t have to be frenetic to be effective.

My wife and I love a local diner called Edelweiss. It’s this old-school breakfast place with dated decor and friendly people. When you walk through the door, the food servers says, “Just sit where you want and I’ll be right with you.” It’s totally informal. We know the servers, they know us. It’s comfortable. It’s homey. And it’s got a great energy on purpose.

Our Sales Conversations

In your sales process, you must begin with this objective. What kind of energy do you want to give out?

Now to answer this question, you need to put yourself in your buyer’s shoes. It’s time to empathize, people!

I’ll tell you this about buyers, they love to have fun. And they enjoy working with fun people. It’s always easier to make a purchase when we’re dealing with people who make us feel good. With people who we like.

Why is that so important? Because likability leads to trust. The more someone likes you, the more they tend to trust you. Most of the time, people work with those people that they know, like, and trust.

So now put yourself in this scenario: You’re about to talk to a customer for the very first time, what’s happening in your head? Is there an intentionality towards a good positive experience for your customer?

And from there you can ask, “What is my go-to conversation starter?” Now if you already have your go-to starter, let me know in the comments below what it is and what makes it so effective for you.

I know there are a lot of different ways to start a sales conversation, but you need to have something at the ready. Something that allows you to be able to begin that conversation in a way that draws the customer in.

Here’s My Favorite Opener

For me, and I’m not saying this makes it right, but it’s what I love to say. I like saying to the customer, “So you’re out shopping for a new whatever.” “Are you having fun?”

You’re out shopping for a new home. You’re out shopping for a new mattress. You’re out shopping for a new computer, are you having fun?

That question, are you having fun, causes the buyer to actually pause and ask themselves, “Well, am I having fun?” Because if they are, great, let’s have more fun. If they’re not, great. I want to know that because I get the opportunity to turn it around.

Wrapping Up

Your objective for the perfect sales opening should be connecting to your buyers as human beings first! Then let the sales process begin.

Until next time. Learn more to earn more!