ENSURE YOU ALWAYS LISTEN
– Especially if they Lower Their Voice
I’ve yet to meet a salesperson that doesn’t want an easier way to sell. Most want to be in on sales “secrets” as well. In fact, most people I have ever trained in seminars hang out for these “secrets” and the reason I know that, is because these are the things they ask for the most. So when someone whispers some information in your ear? You pay close attention don’t you?
The same applies when you are selling. You need to be particularly aware of what the prospect or customer say’s to you – especially when they lower their voice, or whisper so as to not be heard by others close by.
When they do this, they are letting you know they are passing on sensitive and important information. How it’s done is not as important as how it’s done, where it’s done and the purpose behind why it’s done.
To give you an idea of how powerful the lowering of the voice can be, even if it’s just a slight lowering, I have prepared a short list of where it would help within the general selling process. I
If the voice is lowered, but the volume is reduced the salesperson should take special note. If the level comes down to that of a whisper, take care. They may be passing something “red hot” or they might be sending you on a “wild goose chase.” Here are some of the obvious things to consider:
- They may be suggesting some things so you could to make it easier to sell to them
- They may be supplying you with some suggestions to sell to their superiors.
- They may want the product, but they have some reservations about it.
- They may be preparing you for a price objection or current budgeting issues.
- They may be passing on some significant information about your competitors.
- They could be helping you sell to their spouse because they really want it.
- They may be wanting to pass on some really important referrals for you to work.
Whatever the motive, treat everything you hear with due respect it deserves, thank them immediately and ensure that you reward them as soon as you can with a token of your appreciation. Something as inexpensive and impersonal as two tickets to a movie chain may just be all you need to show your prospect or customer your appreciation for his or consideration on the day.
And don’t despair, because you can be the torch that sheds light on new ways to solve old problems for your sales prospects and customers. Work on them, then review how you do things on a regular basis.
Are your Current Selling Results ever Rated in Ups and Downs?
Good sales operators know a steady as you go approach is the best to take if you want to avoid sleepless nights, anxiety, ulcers and burn out.
Most executive types are most troubled by those who perform well for a short period, then see them fail, because they simply drop the ball for a while, but tend to claw back quickly. That is until they hit a sticky patch – and then they go to pieces. In turn they blame their superiors, the territory, and even the company – in fact, they blame everyone except themselves. Their problem is they love to ride success and can’t handle the lows.
Experienced performers ARE STEADY as she goes, ACHIEVE RESULTS and DON’T BURN OUT
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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