Music is in Sales: 4 steps to a coherent sales concert

If there is music to be found in sales, then rationality has to go with it emotions be linked. But: Only those who send touching emotions themselves will reach their counterpart.

Ratio and emotions

If music is to be distributed in sales, rationality must be linked to emotions. But: Only those who send moving emotions, reach their counterpart.

If the important emotional part gets its place beside reason and all logically meaningful elements, a sales concert of the extra class becomes from a date. The following points are important:

1. Commitment

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Commitment is the essential basis of the entire sales process. At the same time characterizes Term personal commitment to a cause. Whether volunteer or in Job – when the fire burns within us, we hardly feel the effort.

In music, commitment means both the contractual engagement of an artist, as well as his personal passion, which drives him for hours every day to practice to maintain and further develop their level of performance.

This parallel is not automatically found in sales. But what would happen if Seller with the same commitment they (sometimes) have when customers show, work on their own sales skills?

Only when the inner drive is right, outstanding results can be achieved.

• Only if sellers can put themselves in a good condition, they will also give their conversation partner a positive feeling.
• Only those who are willing, always to prepare themselves, on the respective customer, the situation and the common goals, can also make degrees.

2. Expectations

The curtain in the concert hall awakens the anticipation of the idea, the overture the expectation of the listener on more.

It is similar in sales: If the seller does not succeed in Head Generating customer expectations becomes difficult as the sales pitch progresses. What should he Customer because happy? Customers want the best possible prospect Solution, have progress.

Sellers need to open new perspectives and create the prospect of something new, something different. If they not only initiate this expectation, but also stage it, they lift the relationship with the customer to a higher level.

From product sales to solution sales, the new generation salesperson is increasingly becoming the “Sales-client-Training“. He is no longer just a consultant, but recognizes the causes and causal relationships of the customer situation and can build on this as a supplier of ideas and inspiration act.

3. Identify bottleneck

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In sales, a bottleneck is something that inhibits customers, which they perceive as a defect and whose elimination could make them more successful or happier. Bottlenecks are the source of real customer requirements.

During the Art It is up to the seller to use skill and methodology to find out this bottleneck, which is the actual (desired) motive of the customer.

Before a concert or performance, musicians also deal intensively with the selection of tracks, the repertoire, in order to satisfy the needs of their audience: “What do people want to hear? How can the greatest possible enthusiasm be achieved? ”

Transferred and essentially compressed to sales, this means: “What is not or not sufficiently available at the customer? What does he need more of? ”

Winner is the one who Problems optimal solution for customers, he can hope for further orders. Buyers don't just buy based on price, even if it often seems that way. They buy from the provider from whom they found their real motives (prestige, power, negotiation results, recognition, security, variety, spontaneity, etc.).

4. Development

Audience enthusiasm expresses itself through encore calls or standing ovations.

Even salesmen should strive daily after the applause of their customers. This is why the development of the sales department is characterized by playing on the keyboard of customer enthusiasm. Development means reliably delivering promised services (ratios) and further expanding the customer relationship (emotions).

Taking customers for granted is a big mistake. The competition does not sleep, it lurks only until the competitor becomes careless.

That is why it also applies after the sale has been completed unique to stay: “How can customers think of that in a creative way Companys be bound? ”

Each salesperson has the opportunity to impress his counterpart, to be important to his client and to be a defining feature. It can encourage, inspire and give buyers other, new, emotional experiences.

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