People want to feel important, this is a fact. Good sales people take this into consideration, with out going overboard. I am sure you all have been into a commission based store where as soon as you enter the door the sales people flock to your side trying to offer you anything from advice on what to purchase to their kidney. People can pick up on the insincerity of a sales persons actions, and if you take it too far essentially this technique backfires.

However if little touches can make a prospect feel very important, with out even alluding them to it.

For example, one time I went into a sales meeting where I was the one being pitched. Right as I entered the door the administrative assistant knew my name and who I was. While seemingly simple, it was a small gesture that they found me important. As I met with the owner of the company, the administrative assistant came into the room with a newspaper pointing out a section where I had been quoted — something I had yet to see even myself.

With out even thinking that they might be using this to make me feel important to them, I had a warm and fuzzy feeling and was much more open to hearing what they had to say. Excellent use of sales techniques.

Before you go into any sales situation, see if you can learn any subtle details about the person/company that you could gently play on through out your sales meeting. It might be as simple as mentioning you noticed their advertising in a specific publication, or that you think it is great they are on the board of “such and such” organization.

The fact that you know these details alone will make them feel as if they are important, after all people know about them! This little step will help you get leaps and bounds closer to closing the deal.

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