By Virgil Benyayer
All salespeople know that a successful meeting is based not only on the arguments presented, but also on energy and attitude. A positive, charismatic salesperson naturally inspires confidence and makes it easier to close the sale.
During my sales training sessions, I often illustrate this principle with an anecdote from Germany…
As part of a field coaching program in Hamburg, I observed a particularly charismatic salesman.
At every meeting, he would conclude his exchange with a strange phrase that sounded like “Marsupilenso”.
Intrigued, I noticed that this phrase had an immediate effect: the prospect relaxed, a smile appeared, and the conversation ended with a feeling of complicity and implicit agreement.
Everything seemed to point to this magic formula tipping the negotiations in his favor…
After several meetings, I finally asked this salesman to repeat his words clearly.
His formula was none other than :
” Machen wir weiter so “, in German.
Translation: ” Let’s keep it that way ” or ” Let’s do it this way for the rest “.
This phrase, energetically pronounced and accompanied by a firm handshake, creates an initial tacit agreement between the two parties. It symbolically marks the continuation of the collaboration, even if the exchange simply involves sending a document.
In French, “continuons comme ça” may seem less impactful. But it’s not the words that matter, it’s the tone, the sincerity and the emotional connection you create.
Every salesperson can find his or her own short, positive closing formula to seal the deal and give the prospect the desire to move on.
The success of a meeting depends on more than just the sales pitch.
It also depends on the communication details that strengthen the relationship and create an impression of fluidity and trust.
So it’s up to you to come up with your magic phrase: the one that will conclude your meetings with impact and already mark a step towards the final agreement.
By uttering the enigmatic “marsupilenso”, emotional bonds were cemented and a first pact seemed to be sealed in the handshake.
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