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Casual Articles - Hooking Customers at the Bank Counter
Letters are typically the most widely-used form of communication. These had survived the technological advancement, and are still in existence due to the following reasons:1. Writing letters do not require the use of special devices, thus making it a cheap form of communication.Even long distance communication is made possible even with limited means. This can be made at home or almost anywhere as long as paper and a writing material such as pen, is available.2. If the letter is to be used as a promotional or advertising device, it could cover a much wider range of market or consumers since addresses are much easier to determine unlike email addresses which are personalized.3. For purposes or record-keeping, letters are a much easier form of validating information that can be stored and kept for future reference.Cover letters on the other hand are used mainly to introduce a certain topic or idea.This may be done either through the regular form of writing on
Non verbal could be stroking their chin as if thinking deeply about something. Looking upwards. Frowned expression.
“What’s on your mind Mr Brown” “I can see something is on your mind?”
Sometimes the best thing to do here is to continue. It could be their way of behaving. Cautious, nervous could be their natural style. Listen to their reactions though. Ask some questions. Get them talking.
“What’s on your mind so far?” “How do you feel about this so far?” “Is this interesting for you?” “How does this compare with…?”
The Green Light
Spotting the green light is very re-assuring isn’t it? When we are in the middle of the meeting, it gives us permission to proceed and enjoy ourselves. Towards the end it allows us to close effortlessly and quickly.
The biggest problem I’ve noticed over the years with salespeople is that some of the more subtle signals are not noticed. Lets look at these. Non verbal can be easy to see. Sparkling eyes, nodding heads, smiles. Leaning forward maybe picking up the forms and brochures (which you cleverly left in the middle of the desk), open body language, looking at each other smiling and agreeing.
Some are a little obvi
With the popularity of makeover shows on television, it is apparent that people are eager to make cosmetic changes in their lives. But what would happen if a coach approached you on the street and offered you a makeover? What would you want to change?Most individuals would jump at the chance for a career makeover. How many of you are really working in a job that is aligned with your passion? Can you say that you love what you are doing and do you get excited about getting up in the morning to go to work? Does your job fit with your skills, talents, interests and abilities? Would you throw it all away for that career you always wanted but did not feel you could choose because of obligations or circumstances in your life at the time of your career selection? What would you make over in your work arena? Would you stay in the same occupation, but change your place of employment? Or would you just want to change how you interact with your co-workers or boss? How about changing the way you are perce
It can be that easy. In theory.
But in practise people’s emotions, feelings, prejudices and so on and so on, get in the way. So we need to know how to handle this when it happens. So what exactly are buying signals? They are strong signs from your customer that they are thinking about owning your product or using your service. The thought is in their head. They like what you’ve said so far, they trust you and your company and are interested.
When do we look for buying signals?
Sales training textbooks say you should look for buying signals towards the end of the meeting. Yes you should but you must also be looking for them throughout the meeting with your customer. Not so you can close them but so you can move forward. When I’m selling my service to customers, during the first 5 minutes of the call, I’m looking for verbal and non-verbal signals that they want to proceed and are beginning to warm to me. We all do this subconsciously and all we’re doing is observing buying signals.
If we don’t get these buying signals, at any stage, we need to test the customer’s thoughts.
“How does that sound?” “What do you think so far?” “Is this interesting for you?”
Towards the end of the meeting you’ll be looking for strong buying signals which will allow you to trial close the customer.
“So if we can organise all the paperwork immediately, might you be willing to go ahead then?”
“This all sounds really good doesn’t it? “If I can get all the costs within your budget and it includes all these benefits we’ve been speaking about, would you be happy to go ahead then?” “So next time we meet, I can assume you’ll be happy to go ahead with the paperwork then?”
How do we recognise buying signals?
Let’s look at a system to help you gauge the customer’s buying position. Lots of successful salespeople use an imaginary traffic light in their head. You know the classic red, amber and green.
The red light indicates stop. In a car we do this and in selling we should do so as well. The reason is that the customer is not interested and is showing negative signs. Our actions should be based around bringing the customer out of this negative point of view, if we can. I recall selling a mortgage to a customer in the estate agents where I worked who blatantly didn’t want to be there. I was getting nowhere and you could see this clearly.
No before you read on to find out about my classic method to get him on my side I’m afraid you’re going to be disappointed.
I used a few testing questions and trialled him a couple of times. It became very obvious that whatever I said or did, he wouldn’t buy. Why? Well he’d made an offer on a property we were selling, had already agreed his mortgage elsewhere, but was forced by the negotiator to sit down with me to look at other options. We soon parted amicably
Of course you might turn them around and we can look at ways of doing this shortly.
Amber indicates caution. Proceed carefully and be aware of on coming traffic. In selling we should do the same. Be aware that we’re not quite hitting their buttons yet and should do some more work on this before going too much further.
Green is go. So continue as you’re doing. If you’ve got green towards the end then close and get the paperwork done. Just do it.
Lets look at how we can recognise different colours on our traffic lights.
The Red Light
We’ll see how to spot this and then discuss some actions to take. Spotting the non verbal signals is not that difficult. Negative body language such as crossed arms, legs, body; leaning away, lacking eye contact, in a different world. Expressionless face. Careful though as this could be their natural way. Fidgeting – moving around a lot, playing with things and drumming fingers are usually a sign of boredom, nervousness or impatience. Verbally saying very little, indeed being tight-lipped. Maybe the odd throwaway remarks. Impatience shown by trying to interrupt.
What can we do about this? The first thing is to shut up. Sorry to be so blatant here but you’ve probably been doing too much speaking and have forgotten the customer. Get them talking about themselves and their needs.
Try some testing questions.
“Is everything fine so far?” “What’re your thoughts?”
Or the classic…”How do you feel about what I’ve been saying?”
More benefits might be needed here or they have some concerns that need ironing out. Listen to them to decide the way out of red. Don’t please…close them. You’ll get objections and rejection. People who jump red lights usually come a cropper!
The Amber Light
Similar signals to red but not so blatant. Usually a sign something is wrong somewhere and we need to investigate. Ask testing questions to test the temperature of the soup. Listen to their thoughts and reactions and act accordingly. You can usually recognise amber when you’re not getting green light signals which we’ll look at in a moment and you’re not getting red light signals either. You’re in the middle.
Non verbal could be stroking their chin as if thinking deeply about something. Looking upwards. Frowned expression.
“What’s on your mind Mr Brown” “I can see something is on your mind?”
Sometimes the best thing to do here is to continue. It could be their way of behaving. Cautious, nervous could be their natural style. Listen to their reactions though. Ask some questions. Get them talking.
“What’s on your mind so far?” “How do you feel about this so far?” “Is this interesting for you?” “How does this compare with…?”
The Green Light
Spotting the green light is very re-assuring isn’t it? When we are in the middle of the meeting, it gives us permission to proceed and enjoy ourselves. Towards the end it allows us to close effortlessly and quickly.
The biggest problem I’ve noticed over the years with salespeople is that some of the more subtle signals are not noticed. Lets look at these. Non verbal can be easy to see. Sparkling eyes, nodding heads, smiles. Leaning forward maybe picking up the forms and brochures (which you cleverly left in the middle of the desk), open body language, looking at each other smiling and agreeing.
Some are a little obvi
How can you establish the earning potential for a new job? For example if you are looking for the salary of a freelance editor, how will you find this information? There are several ways that you can do this. However there is one determining factor that will cause you to be better or lower than the average you find. That is experience.First, we will talk a bit about the salary of the freelance editor. Then, we will get into the qualifications that allow you to find where you can place yourself.To find the information that you need about salaries look online. There are many websites that will actually calculate the average income from many positions. These websites can also tell you the forecasts for employment in these fields. You may look for jobs in editing and vacancies as well. To find them, just do a simple search. Or, look to your favorite job posting boards that have editing positions available. There you can see how much is being charged for each project and gauge your
If we don’t get these buying signals, at any stage, we need to test the customer’s thoughts.
“How does that sound?” “What do you think so far?” “Is this interesting for you?”
Towards the end of the meeting you’ll be looking for strong buying signals which will allow you to trial close the customer.
“So if we can organise all the paperwork immediately, might you be willing to go ahead then?”
“This all sounds really good doesn’t it? “If I can get all the costs within your budget and it includes all these benefits we’ve been speaking about, would you be happy to go ahead then?” “So next time we meet, I can assume you’ll be happy to go ahead with the paperwork then?”
How do we recognise buying signals?
Let’s look at a system to help you gauge the customer’s buying position. Lots of successful salespeople use an imaginary traffic light in their head. You know the classic red, amber and green.
The red light indicates stop. In a car we do this and in selling we should do so as well. The reason is that the customer is not interested and is showing negative signs. Our actions should be based around bringing the customer out of this negative point of view, if we can. I recall selling a mortgage to a customer in the estate agents where I worked who blatantly didn’t want to be there. I was getting nowhere and you could see this clearly.
No before you read on to find out about my classic method to get him on my side I’m afraid you’re going to be disappointed.
I used a few testing questions and trialled him a couple of times. It became very obvious that whatever I said or did, he wouldn’t buy. Why? Well he’d made an offer on a property we were selling, had already agreed his mortgage elsewhere, but was forced by the negotiator to sit down with me to look at other options. We soon parted amicably
Of course you might turn them around and we can look at ways of doing this shortly.
Amber indicates caution. Proceed carefully and be aware of on coming traffic. In selling we should do the same. Be aware that we’re not quite hitting their buttons yet and should do some more work on this before going too much further.
Green is go. So continue as you’re doing. If you’ve got green towards the end then close and get the paperwork done. Just do it.
Lets look at how we can recognise different colours on our traffic lights.
The Red Light
We’ll see how to spot this and then discuss some actions to take. Spotting the non verbal signals is not that difficult. Negative body language such as crossed arms, legs, body; leaning away, lacking eye contact, in a different world. Expressionless face. Careful though as this could be their natural way. Fidgeting – moving around a lot, playing with things and drumming fingers are usually a sign of boredom, nervousness or impatience. Verbally saying very little, indeed being tight-lipped. Maybe the odd throwaway remarks. Impatience shown by trying to interrupt.
What can we do about this? The first thing is to shut up. Sorry to be so blatant here but you’ve probably been doing too much speaking and have forgotten the customer. Get them talking about themselves and their needs.
Try some testing questions.
“Is everything fine so far?” “What’re your thoughts?”
Or the classic…”How do you feel about what I’ve been saying?”
More benefits might be needed here or they have some concerns that need ironing out. Listen to them to decide the way out of red. Don’t please…close them. You’ll get objections and rejection. People who jump red lights usually come a cropper!
The Amber Light
Similar signals to red but not so blatant. Usually a sign something is wrong somewhere and we need to investigate. Ask testing questions to test the temperature of the soup. Listen to their thoughts and reactions and act accordingly. You can usually recognise amber when you’re not getting green light signals which we’ll look at in a moment and you’re not getting red light signals either. You’re in the middle.
Non verbal could be stroking their chin as if thinking deeply about something. Looking upwards. Frowned expression.
“What’s on your mind Mr Brown” “I can see something is on your mind?”
Sometimes the best thing to do here is to continue. It could be their way of behaving. Cautious, nervous could be their natural style. Listen to their reactions though. Ask some questions. Get them talking.
“What’s on your mind so far?” “How do you feel about this so far?” “Is this interesting for you?” “How does this compare with…?”
The Green Light
Spotting the green light is very re-assuring isn’t it? When we are in the middle of the meeting, it gives us permission to proceed and enjoy ourselves. Towards the end it allows us to close effortlessly and quickly.
The biggest problem I’ve noticed over the years with salespeople is that some of the more subtle signals are not noticed. Lets look at these. Non verbal can be easy to see. Sparkling eyes, nodding heads, smiles. Leaning forward maybe picking up the forms and brochures (which you cleverly left in the middle of the desk), open body language, looking at each other smiling and agreeing.
Some are a little obvi
What if you created the Worlds best MindMap to assist humans in using all of their knowledge, experience, observations and education to make the very best decisions for themselves, their companies, their government, their communities or children of the World? If you had such a thing who would you market it to? How would you get the word out; where would you start?In fact who on Earth would be your clients? Everyone I guess and this is exactly what our Online Think Tank came up with when reviewing this hypothetical concept of promoting the use of MindMaps to the humans of the planet. When I ask about a clients what am I really asking? You see in branding you have to know which questions to ask and what to do with the answers once you get them. For an Online Think Tank there might be many uses;Online Think Tank Chapters could sell "knowledge services", as an ad hoc contracted "Think Tank Consultants?" Using the MindMap "trademarked" patented systems technology for instance. How could this
No before you read on to find out about my classic method to get him on my side I’m afraid you’re going to be disappointed.
I used a few testing questions and trialled him a couple of times. It became very obvious that whatever I said or did, he wouldn’t buy. Why? Well he’d made an offer on a property we were selling, had already agreed his mortgage elsewhere, but was forced by the negotiator to sit down with me to look at other options. We soon parted amicably
Of course you might turn them around and we can look at ways of doing this shortly.
Amber indicates caution. Proceed carefully and be aware of on coming traffic. In selling we should do the same. Be aware that we’re not quite hitting their buttons yet and should do some more work on this before going too much further.
Green is go. So continue as you’re doing. If you’ve got green towards the end then close and get the paperwork done. Just do it.
Lets look at how we can recognise different colours on our traffic lights.
The Red Light
We’ll see how to spot this and then discuss some actions to take. Spotting the non verbal signals is not that difficult. Negative body language such as crossed arms, legs, body; leaning away, lacking eye contact, in a different world. Expressionless face. Careful though as this could be their natural way. Fidgeting – moving around a lot, playing with things and drumming fingers are usually a sign of boredom, nervousness or impatience. Verbally saying very little, indeed being tight-lipped. Maybe the odd throwaway remarks. Impatience shown by trying to interrupt.
What can we do about this? The first thing is to shut up. Sorry to be so blatant here but you’ve probably been doing too much speaking and have forgotten the customer. Get them talking about themselves and their needs.
Try some testing questions.
“Is everything fine so far?” “What’re your thoughts?”
Or the classic…”How do you feel about what I’ve been saying?”
More benefits might be needed here or they have some concerns that need ironing out. Listen to them to decide the way out of red. Don’t please…close them. You’ll get objections and rejection. People who jump red lights usually come a cropper!
The Amber Light
Similar signals to red but not so blatant. Usually a sign something is wrong somewhere and we need to investigate. Ask testing questions to test the temperature of the soup. Listen to their thoughts and reactions and act accordingly. You can usually recognise amber when you’re not getting green light signals which we’ll look at in a moment and you’re not getting red light signals either. You’re in the middle.
Non verbal could be stroking their chin as if thinking deeply about something. Looking upwards. Frowned expression.
“What’s on your mind Mr Brown” “I can see something is on your mind?”
Sometimes the best thing to do here is to continue. It could be their way of behaving. Cautious, nervous could be their natural style. Listen to their reactions though. Ask some questions. Get them talking.
“What’s on your mind so far?” “How do you feel about this so far?” “Is this interesting for you?” “How does this compare with…?”
The Green Light
Spotting the green light is very re-assuring isn’t it? When we are in the middle of the meeting, it gives us permission to proceed and enjoy ourselves. Towards the end it allows us to close effortlessly and quickly.
The biggest problem I’ve noticed over the years with salespeople is that some of the more subtle signals are not noticed. Lets look at these. Non verbal can be easy to see. Sparkling eyes, nodding heads, smiles. Leaning forward maybe picking up the forms and brochures (which you cleverly left in the middle of the desk), open body language, looking at each other smiling and agreeing.
Some are a little obvi
Networking can be challenging for some and very natural for others. No matter how you feel about it, networking should be an integral part of your professional life. Because everyone has their own networking style, you should do what works best for you. Still, you sometimes need to use creativity to make it effectively work for you. Create a NewsletterA creative way to manage your network is to create an e-mail newsletter. With a newsletter, you are able to provide some additional value to the people in your network on a regular basis. Additionally, a newsletter allows you to get creative with the format and the content. You have the freedom to try new ideas, which can be rewarding and fun assuming that your network is receptive to what you’re doing. So long as you’re providing useful content, you should get a warm reception from people. The last thing that you want to do is waste your time or theirs. Make
What can we do about this? The first thing is to shut up. Sorry to be so blatant here but you’ve probably been doing too much speaking and have forgotten the customer. Get them talking about themselves and their needs.
Try some testing questions.
“Is everything fine so far?” “What’re your thoughts?”
Or the classic…”How do you feel about what I’ve been saying?”
More benefits might be needed here or they have some concerns that need ironing out. Listen to them to decide the way out of red. Don’t please…close them. You’ll get objections and rejection. People who jump red lights usually come a cropper!
The Amber Light
Similar signals to red but not so blatant. Usually a sign something is wrong somewhere and we need to investigate. Ask testing questions to test the temperature of the soup. Listen to their thoughts and reactions and act accordingly. You can usually recognise amber when you’re not getting green light signals which we’ll look at in a moment and you’re not getting red light signals either. You’re in the middle.
Non verbal could be stroking their chin as if thinking deeply about something. Looking upwards. Frowned expression.
“What’s on your mind Mr Brown” “I can see something is on your mind?”
Sometimes the best thing to do here is to continue. It could be their way of behaving. Cautious, nervous could be their natural style. Listen to their reactions though. Ask some questions. Get them talking.
“What’s on your mind so far?” “How do you feel about this so far?” “Is this interesting for you?” “How does this compare with…?”
The Green Light
Spotting the green light is very re-assuring isn’t it? When we are in the middle of the meeting, it gives us permission to proceed and enjoy ourselves. Towards the end it allows us to close effortlessly and quickly.
The biggest problem I’ve noticed over the years with salespeople is that some of the more subtle signals are not noticed. Lets look at these. Non verbal can be easy to see. Sparkling eyes, nodding heads, smiles. Leaning forward maybe picking up the forms and brochures (which you cleverly left in the middle of the desk), open body language, looking at each other smiling and agreeing.
Some are a little obvi
So you want to be an entrepreneur. Do you have a business idea that is tailored to your success? What I mean is, do you have the credentials to ensure your business will succeed? When starting a new business, it is imperative that you have the tools to succeed.Perhaps you’ve obtained your masters in accounting and want to open a CPA firm. Years of experience in a specific field may qualify you to start your own business. What ever the case may be, you need a plan. What is your vision? What are your goals and objectives?Prior to starting your business, it is wise for you to research the pros and cons that other professionals in your potential field experience. Understanding your market is essential in achieving success. If you have work experience in the industry you are considering, you have had the opportunity to evaluate what potential customers are looking for, what works and what doesn’t. Consider what will set your business apart from the others. The last thing you want is to blend
Non verbal could be stroking their chin as if thinking deeply about something. Looking upwards. Frowned expression.
“What’s on your mind Mr Brown” “I can see something is on your mind?”
Sometimes the best thing to do here is to continue. It could be their way of behaving. Cautious, nervous could be their natural style. Listen to their reactions though. Ask some questions. Get them talking.
“What’s on your mind so far?” “How do you feel about this so far?” “Is this interesting for you?” “How does this compare with…?”
The Green Light
Spotting the green light is very re-assuring isn’t it? When we are in the middle of the meeting, it gives us permission to proceed and enjoy ourselves. Towards the end it allows us to close effortlessly and quickly.
The biggest problem I’ve noticed over the years with salespeople is that some of the more subtle signals are not noticed. Lets look at these. Non verbal can be easy to see. Sparkling eyes, nodding heads, smiles. Leaning forward maybe picking up the forms and brochures (which you cleverly left in the middle of the desk), open body language, looking at each other smiling and agreeing.
Some are a little obvious…some a little more subtle.
Verbal signals are a little more tricky so listen carefully. The man might turn to his partner and say “what do you think?”. Verbal assertions such as “yep”, “OK”, “right”, “great”. Generally talking faster in a more excited way. Lots of questions around the product.
“When could you get that agreed?” “Can I make changes later on?” “When does the redemption charge end?” “What’s their after sales service like”, “What do you think of them?” “I like the way it does that.”
What do you do with their green light? Close them. Maybe a trial such as “If everything sounds right for you…would the paperwork be your next step? Or just close.
“So are you happy to proceed? Great let’s get the paperwork sorted then shall we?”
The traffic light system is merely your own mind’s metaphor but ever so clever really. The trick is to continuously test the temperature of your soup. If it’s too hot, don’t go swallowing big mouthfuls but cool it down. If it’s just right, go ahead and eat it all up. Wait until the end of your meeting to test for buying signals at your peril. Do it all the time. Watch your customer carefully. Calibrate their look at the beginning of the meeting and compare this as you proceed. Learn to be a customer watcher and listen and you won’t go far wrong.
ABC – always be closing. Yes but look for buying signals first.
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