Steve Chambers

Sales Training    •    Leadership Development     •    Body Language    •    Coaching

Intuition in Selling

Selling is both a science and an art.  I believe this from the bottom of my selling feet to the top of my head.  When you are first starting out in sales you need to lean heavily on the "science" part, because you have little experience to draw upon.  As you gain experience and see more and more customers you will find that you can start to sell more "from the gut.  Below is an article from Intuitive John Shoemaker, whose specialty is showing you how to tap into your intuition.  He is also an expert on dealing with stress and anxiety.

This is a great article.  Enjoy! - Steve

When Should You Trust Your "Gut" In Selling?

 Remember the last time you were selling...or persuading someone...and you had this low level of anxiety or fear?

 You could hear your mind shouting... "What should I do?" or "What should I say?"

 All your training was kicking in.  But you were way uncomfortable saying it.

 That's anxiety.

 And anxiety is a warning you're going the wrong direction

Why Anxiety Shows Up

Anxiety is a conflict between what you "think" is right.  And what you "know" is right.

Your Mind ...your "Ego' (I hate that term, but it fits here) ...your Fear is saying...one thing.

But you're gut is saying another.

You think you might lose the sale. Or lose the point.  Or be embarrassed.

But here's the kicker.  If you go against your Gut...you'll probably lose the sale anyway.

Think back for a moment.  How many times can you remember when you said "exactly the right" thing...but lost the sale?  Things were going great...but you went against your gut and it's like the lights were shut off.

Now... remember some of the times when you went against what your mind was saying...you had this "feeling" about what to say...and it just came out. 

It wasn't "The Right Thing"

It may have sounded like it was coming out of left field...maybe even a little weird or inappropriate.

But it worked!

The customer was happy.  And you were relaxed and happy too.

How To Train Your Intuition and Gut Feelings

1) Recognize that your gut feeling is a result of experience.  So if you have a lot of life experience...and sales experience...the foundation is already there.

2) Practice listening to your gut.  It's  like any sport.  Practice. How? Listen more. Stop thinking for a moment. When conflicted, one technique that always works is Ask A Question.  It gives you breathing room ...and the chance to understand the customer better.

3)  Say "If I were to say to you"... then put the crazy thought behind it. This statement softens introducing the wild or off the wall idea or thoughts. So if it turns out it is crazy...you won't seem crazy.

 As you gain more experience in trusting your "gut'...you'll find you're more comfortable and less stressed...you'll come up with some innovative ideas that you're customer will love (and buy)...and you will stand out because instead of trying to trick or maneuver a client into buying something...they will enjoy buying from you and you'll stand out over the others.

 If you wonder how "the old timers" are so smooth and so effective...it's not from years of technique.  It's because they've learned about people...and treat them as people...and their intuition works a natural tool.

 Try it and see what happens.  Let me know.

 Thanks, John

John Shoemaker

Find Security, Success and Peace of Mind at JohnWShoemaker.com