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Casual Articles - Like It Or Not, Knowing How To Schmooze Can Make Or Break A Sale And Even A Client Relationship
Cold calls. How can two words strike such fear into the hearts of customer and sales person alike? But they do. Customers dread receiving cold calls. Sales people dread picking up the phone and making cold calls. But yet they’re a necessary part of sales. And moreover, they’ve been proven to be one of the most effective types of sales out there. But how can you make your calls
The secret to knowing what body language and tone of voice to use is to watch your prospect.
Generally people feel most comfortable with and like others who are a reflection of themselves. So logic tells us that when you’re in the presence of your prospect act like them.
Reflecting the pace, tone and other aspects of their
I was never really fond of my sales manager when he strode into the call center and bellowed: “It sounds dead in here. Raise your voices!”Was he crazy?Here I was, having another intimate chat with a prospect about Time-Life’s Nature Library and suddenly, I sounded like I was calling from a zoo!Later, after becoming the top seller and then a sales manager in my ow
I’m not talking about your presentation materials - the slides, overheads, brochures and all the rest of your sales aides. While they definitely play a role in the scenario, what I’m really talking about is you – most specifically, your communications skills.
Many of us have been lead to believe that what we say is the most important part of the sales pitch. Sure, the words are important, but two other key factors play a critical role. Our body language and our tonality are often higher in the hierarchy of communications skills in sales, as in life, than just the words.
All too often a salesperson will drone on discussing the features and benefits of their products or services, or continue to repeat themselves or make small talk without realizing that they lost their prospect’s attention. Sometimes a salesperson will lose out the moment he or she enters the meeting.
How you walk, stand, sit, lean, gesture as well as the tone and volume of your voice, speech rate and other factors help determine whether or not you can establish a meaningful unspoken bond with your prospect or client.
Scientific studies in the field of neurolinguistic programming illustrate the fact that fifty-eight percent of communication comes from body language, thirty-five percent from tonality while only seven percent comes from the words we use.
If you know everything about your product but your body language is overbearing to your prospect and the tone of your voice makes him or her want to wear ear muffs, then you might as well fold up the tent and go home!
The secret to knowing what body language and tone of voice to use is to watch your prospect.
Generally people feel most comfortable with and like others who are a reflection of themselves. So logic tells us that when you’re in the presence of your prospect act like them.
Reflecting the pace, tone and other aspects of their
Today marks “shock jock” Howard Stern’s last day on terrestrial radio before he moves to Sirius satellite radio. Love him or hate him, Stern is without a question one of the most successful figures in American media. His deal with Sirius is worth hundreds of millions of dollars.As a small business owner you can learn from Howard Stern’s playbook – even without the potty humor
Many of us have been lead to believe that what we say is the most important part of the sales pitch. Sure, the words are important, but two other key factors play a critical role. Our body language and our tonality are often higher in the hierarchy of communications skills in sales, as in life, than just the words.
All too often a salesperson will drone on discussing the features and benefits of their products or services, or continue to repeat themselves or make small talk without realizing that they lost their prospect’s attention. Sometimes a salesperson will lose out the moment he or she enters the meeting.
How you walk, stand, sit, lean, gesture as well as the tone and volume of your voice, speech rate and other factors help determine whether or not you can establish a meaningful unspoken bond with your prospect or client.
Scientific studies in the field of neurolinguistic programming illustrate the fact that fifty-eight percent of communication comes from body language, thirty-five percent from tonality while only seven percent comes from the words we use.
If you know everything about your product but your body language is overbearing to your prospect and the tone of your voice makes him or her want to wear ear muffs, then you might as well fold up the tent and go home!
The secret to knowing what body language and tone of voice to use is to watch your prospect.
Generally people feel most comfortable with and like others who are a reflection of themselves. So logic tells us that when you’re in the presence of your prospect act like them.
Reflecting the pace, tone and other aspects of their
The phrase “turning ideas into action” is a Russian doll.Managing the ideas to implementation process is important for at least two reasons:a) To make effective use of resources – investing in one idea uses resources that could be applied to another idea. Yet all ideas do not have the same likelihood of success.b) To prevent re-engineering. There is often not en
How you walk, stand, sit, lean, gesture as well as the tone and volume of your voice, speech rate and other factors help determine whether or not you can establish a meaningful unspoken bond with your prospect or client.
Scientific studies in the field of neurolinguistic programming illustrate the fact that fifty-eight percent of communication comes from body language, thirty-five percent from tonality while only seven percent comes from the words we use.
If you know everything about your product but your body language is overbearing to your prospect and the tone of your voice makes him or her want to wear ear muffs, then you might as well fold up the tent and go home!
The secret to knowing what body language and tone of voice to use is to watch your prospect.
Generally people feel most comfortable with and like others who are a reflection of themselves. So logic tells us that when you’re in the presence of your prospect act like them.
Reflecting the pace, tone and other aspects of their
Professor of advertising at Harvard University, Neil H. Borden, said, “In our economy, advertising is the chief means by which businesses communicate with the customers about their products or services to bring about an exchange.”The key word that leads to effective advertising is….communicate.If advertising’s function is to communicate, let’s examine the stages in the
Scientific studies in the field of neurolinguistic programming illustrate the fact that fifty-eight percent of communication comes from body language, thirty-five percent from tonality while only seven percent comes from the words we use.
If you know everything about your product but your body language is overbearing to your prospect and the tone of your voice makes him or her want to wear ear muffs, then you might as well fold up the tent and go home!
The secret to knowing what body language and tone of voice to use is to watch your prospect.
Generally people feel most comfortable with and like others who are a reflection of themselves. So logic tells us that when you’re in the presence of your prospect act like them.
Reflecting the pace, tone and other aspects of their
Lead Generation is vital to all businesses. All companies try to attract new customers, and this is a kind of lead generation.Lead generation includes anything that a business does to gather a list of new or potential clients and involves a number of techniques used to create interest in potential customers. Some techniques commonly used for lead generation are direct mail,
The secret to knowing what body language and tone of voice to use is to watch your prospect.
Generally people feel most comfortable with and like others who are a reflection of themselves. So logic tells us that when you’re in the presence of your prospect act like them.
Reflecting the pace, tone and other aspects of their voice, as well as the posture and movements of their body adds a certain subconscious rapport. But keep in mind that this “mirroring” behavior is not merely a mime act.
It’s important to note that once you fully understand the value of reading others, this matching aspect of communication will become second nature. As a matter of fact everyone does it to some degree in our daily interactions anyway.
Think about the time you had a conversation with someone and realized that both of you were in the same position, using the same gestures and tone of voice. You both may have been sitting in chairs, slightly leaning backwards, hands behind your heads, easily talking about an interesting topic. How easy and comfortable that conversation was!
Now think about using that same technique as part of your daily sales routine.
Once you do that ease and rapport will comfortably lead to more sales! Try it!
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