In the digital age we are overwhelmed by information. Unable to make sense of it all, our creativity plummets, decision making suffers and we grow absent-minded. Information overload leads to drowning under emails, juggling multiple tasks and trying to make complex decisions more quickly.
Even the smartest mind can’t beat the organised mind. So how do we avoid from slipping into autopilot mode when selling intelligently? One side of your brain needs to attend to the customer, focussed on their needs and making sense of the information they give you. The other side needs to plan out your sales approach, what will you do next, why and for what purpose?
Your early interactions with a customer demonstrates service excellence; professionalism and building rapport. This causes you to be fully focused on your customer and their needs, and the end goal to get a reservation! We need smart ways to process the constant flow of information the brain must deal with.
Being a successful sales person demands Split Level thinking.
This is when one side of your brain is 100% focused on your customer – their needs and making sense of the information they have given you – while the other side is 100% focused on the business case at hand: i.e. tying down a potential sale, planning your next step, what you’ll say and do next, why and to what end?
When dealing with a customer, your split thinking brain needs to be conscious of:
- Your hosting skills
- Carrying out curious or productive qualification
- Developing your customer’s awareness of how you are able to help them in their property search
- Summarising with your client, little and often, in order to gain small commitments throughout the sales journey
We know that selling in a structured manner achieves more sales so gain commitment from your customer, however small, as often as you can, working through the stages of your sales structure to next-step to that potential sale. Remember:
- Try and not get distracted. Your brain has a daily processing limit – why waste it on cat photos!
- Stay in track. Have a strategy to achieve little and often
- Punctuating each step with a proposal that gets you closer to the point of reservation