Pool Salespeople – Here’s how to INSTANTLY make your prospects LIKE you…
By Brett Lloyd Abbott, Pool Builder Marketing LLC
In the pool industry, my favorite cliché to describe a successful sales interaction is when the buyer says “You Had Me at Hello.”
We all know that people prefer to buy from people they like.
We also know that the best pool selling experiences occur when you hit it off right up front with the homeowner.
Almost like “love at first sight,” you just seem to “click” with each other, and the buyer’s thoughts of talking to a competitor just seem to fade away.
That’s the “sales magic” I strive to bestow upon every pool designer I work with.
But magic is elusive, so anytime I find another trick, I like to share it with you.
And here’s my newest favorite.
Some fascinating research from best-selling author Vanessa Van Edwards (The Science of People) uncovered a spicy tidbit that I think every pool salesperson should use from this moment forward.
It’s based on the concept that whenever human beings feel happy, our brains release dopamine, that safe and natural drug that makes us feel good all over.
You know what I’m talking about –
That feeling you get when you fall in love…
…or you get a surprise gift, or see your grandchild for the first time. (Or when the homeowner says YES, and signs the contract for a new pool.)
Everybody likes dopamine. Because everybody likes to be happy.
Wouldn’t it be great if you could get your pool buyers to experience dopamine the moment they meet you?
Well this is surprisingly easier than you think. Because you don’t actually have to buy the homeowner a gift, or get them to fall in love with you. All you have to do is get them to think about something they’ve already done that has already given them that boost of dopamine.
When they think about that wonderful experience again, they will get ANOTHER little boost of dopamine.
Whether it was yesterday, or 10 years ago, it doesn’t matter. Just ask them a question that gets them thinking about what made them happy. Such as:
“Anything fun and exciting happen in your life lately?”
Their brain will instantly start searching for something fun and exciting that they did recently. And when they remember it, they will feel good. Because…Dopamine.
Okay, none of that is earth-shattering research. Most of us could’ve figured that out on our own. That’s not what got my attention.
Here’s the stunning EXTRA tidbit that Van Edwards uncovered.
When you help someone else get a little shot of dopamine – even if it’s just a memory that has absolutely nothing whatsoever to do with you – their brain will automatically associate you with this current happy moment AND the previous happy experience. (Yes, I know, that’s weird. But that’s exactly how the human brain works.)
It’s sort of like “Guilty by Association,” but in this case, it’s “I-like-you by Association.”
Could it be any easier?
Now I could stop right here, but I’d like to go a step further, specifically for all the pool salespeople out there.
Do you realize you are sitting on a HUGE source of dopamine for every homeowner you talk to?
Just getting that homeowner to think about and dream about and visualize themselves enjoying that stunning new inground pool in their backyard is going to get further dopamine flowing in the minds of your prospect.
And once again, you will be guilty by association. But again, in a good way.
The more you help them visualize themselves enjoying their future dream pool, the more they are going to like you.
(HINT – you don’t accomplish this by talking about concrete or tensile strength or six-inch centers on #3 steel. Only an engineer would get dopamine from that conversation.)
So there you go – another easy way to help you “Win Them at Hello.” And make the whole world a happier place.
Does your sales team need a shot of Dopamine? (Or Adrenaline?)
Maybe you should visualize your sales people getting some real-world sales training from yours truly – Either online or in person.
Your satisfaction is guaranteed.