HTSS165 - How to stay memorable in sales - Scott Sylvan Bell

How to be memorable in sales

When people make a purchase from your its not just about the money, the sale is also about who you are. You can offset your investment with the actions you take in a sales presentation. When you are memorable in the sales process you are also being preeminent. You will want to remember, "Its not a sales call, it’s a performance". When you perform in front of your buyer you are not acting in a bad sense. You are putting on a show for the buyer. People want to be engaged and entertained. You do need to put focus on your presentation before, during and after you meet with your buyer.

One sit closers can still be memorable 

A one-sit close is where you close the deal the first time you meet with the buyer. You can use your charisma and personality when you meet to close the deal along with your sales skills.  Some industries are not one sit closes, sometimes you have to do the rounds and come back to meet with the person or people you presented to. You can close deals later on by being memorable with your conversations, your appearance, how you answer questions and so many other ways. The sky is the limit when it comes to you getting people to remember who you are. 

Being memorable in sales order of operations

You can do yourself a huge favor and be memorable to the people you meet with. You can create a pre-event email. In this email you can leverage:

• Video
• Images
• Sound
• Personal linked content
• Social media 

When it comes to being memorable you can use first impressions as a guide. You will want to be on time, use the person's first name, and smile. There are elements of the NLP that you can use whether anchoring or even the unconscious hello. 

Sales basics mastery and being memorable in sales 

Most salespeople have no clue as to how important it is to set an agenda. This simple step can show the buyer you are meeting with that you are a Pro and not a Joe in sales. There will be a solid feel to your meeting.  Sure setting an agenda may sound simple but it is stepped over consistently in sales. 

Use body language to be memorable in sales 

You can use your nonverbal communication in sales to help people remember you. The elements of rapport can be used to get people to feel comfortable with you and your presence. It is easier to remember you if people like you. 

Here are the ways you can use body language to be more memorable with the people you sell to. 

• Body blocking
• Eye contact
• Smile when appropriate

Active listening can help you be more memorable in sales 

When you listen to the people you meet with you can have extra thoughts after you leave. The memories you leave really matter more than you know. As you listen be willing to take notes and ask follow-up questions. When you respond back to your buyer or potential client your pitch, tone, and cadence are important. 

You can tell your story and why you like what you do. You will want to get good at this.

Asking for the business and helping the buyer get to the next step can be a powerful way to be remembered when done right. 

When you are done meeting with the person, the people or the group send a Thank you card the same day. 

Advanced ways to be memorable in sales presentations 

After your sales presentation, you have the ability to have people re connect with you. The more memorable you are the easier this will be. Here are a few ideas you can use to help yourself:

• Shoot a follow-up video where you use the person's name, some data from the presentation, and your personality. 
• Starbucks can be delivered to a buyer or nonbuyer. You can use food delivery as a way to get back into the conversation
• Send a gift to get the attention of the person or the people you met with