Thursday, August 23, 2007

Part 8 of our 10 week Thursday's 3 Minute Sales Tip Don't Talk, Listen!: Give Prospects Your Undivided Attention

Dear Friends,
Here is part 8 of our 10 week Thursday's 3 Minute Sales Don't Talk, Listen!: Give Prospects Your Undivided Attention

1. Actions Speak Louder Than Words
2. Ask for Referrals
3. Beyond the Entrepreneur
4. Countering Objections
5. Finding Your Niche
6. Focus on Your Sales Strength
7. Knowing When to Say No
8. Don't Talk, Listen!
9. Negotiating Like a Billionaire
10. Sell Yourself to Prospects

Don't Talk, Listen!
Give Prospects Your Undivided Attention

I have found that the best conversationalists are the best listeners. The same holds true with salespeople! Review the following tips to see where you might have room for improvement.

  • Maintain eye contact.
    This does more than show the person you're interested; it helps you to concentrate
    on what they say.
  • Ask relevant questions.
    Do you assume you understand, or do you make sure by asking questions that confirm statements?
  • Avoid distractions.
    Rearrange your seating if the sun is in your eyes. If it's too noisy in a room, do what you can to cut down on distractions. This includes turning off your cell phone. Don't divide your attention.
  • Take notes.
    You can't remember everything! Carry a pad and pen with you wherever you go. However, don't spend the entire conversation looking down at your notes. Learn to write and look them in the eye at the same time.
  • Don't try to multitask.
    While you might think it's a time−saver to finish up one task while someone is talking, they will feel completely neglected. Maybe you won't miss a single word, but their confidence in you will be shot.
  • Really listen to what they are saying.
    Use this as an opportunity to get to know your clients on a more personal level. Resist the temptation to talk about yourself, and turn the focus on them instead. Pick up on little clues they reveal about themselves,such as a family situation, favorite sports teams, financial investment strategy, etc.

Ask someone close to you to rate your listening skills. Listen carefully to the feedback you receive − you might be surprised by what you hear!

See you next Thursday for tip 9. Negotiating Like a Billionaire

Thanks for spending 3 minutes with me...
The best is yet to be!

Your Trusted Advisor For Life
Jeffrey Stanton

You read Jeffrey's Journal every week because you, like me want the best for yourself.And you, like me want to build a strong referral based business.Who else like you, like me loves referrals that you can share this blog with right now?

No comments:

Legal Stuff

CNE is a registered tradmark of Negotiation Expertise,LLC Your Professional Development and the information contained in/om , www, is the sole property of Jeffrey Stanton. the information contained is opinion only and should not me taken as legal or profesional advice. This website may not be duplicated whole or in part with out written permission.
This Site is not affilated with any othe web site and my contain links to outside web sites and is not responsible for other web sites content.

Certain statements contained on this blog may be deemed to be forward-looking statements within the meaning of the federal securities laws. The words “anticipate,” “believe,” “estimate,” “expect,” “project,” “plan,” “forecast,” “intend,” “goal,” “target,” and similar expressions identify forward-looking statements that are inherently subject to risks and uncertainties, many of which cannot be predicted or quantified. Actual results and the timing of certain events could differ materially from those projected in or contemplated by the forward-looking statements due to a number of factors, including, the effect of economic and market conditions including industry volumes and margins; the level and volatility of interst rates; the Company’s hedging strategies, hedge effectiveness and asset and liability management; the accuracy of subjective estimates used in determining the fair value of financial assets ; the credit risks with respect to our loans and other financial assets; the actions undertaken by both current and potential new competitors; the availability of funds from lenders and from loan sales and securitizations to fund mortgage loan originations and portfolio investmetns; the execution of growth plans and ability to gain market share in a significant market transition; the impact of disruptions triggered by natural disasters; the impact of current, pending or future legislation, regulations or litigation. The statements here are not offeres to extend credit as defined by Regulation Z. Rates, Programs, & Availability of Credit is subject to change

Jeffrey S Stanton
DRE ID # 01865119