Do Your Prospects Have A Grasshopper Mind?

Quote:

Originally Posted by Snowboy

Same old story about not talking to much and especially about a subject that bores your customer. It is a good idea to ask questions and allow them enough time to think about their answers, this gives them the kick to focus on the task.

Make sure you don't jump with them when they do. Take control of the situtation and get them "back in bed" so to speak.

When you say control, I presume you don't mean trying to force a prospect to simply agree to the deal. Rather I think you mean to guide the prospect along and make sure they're really agreeing to what you're selling (there are many though in selling who try to force the customer, I wish a better term than control were used to describe what's actually going on with those who guide - maybe the term guide is what should be used).

"It is a good idea to ask questions and allow them enough time to think about their answers...." You don't know it, but this is a prelude towards my developing my three-step process to selling. That along with my reorganizing my presentation to including rebuttal information without the rebuttals (one more time, I define a rebuttal as anything you would say to change a prospect's declining an offer to accepting the offer).

The brain works in mysterious ways.

Well put Wonderboy, I guess the words used can be defined many different ways unless specified in which way they were to be interpretted.

I don't feel as though word defining is needed insales as much as is made out.

Here's a thought - words go in and out of the brain, rarely, if every, encountering the mind. When customers actually do listen, (instead of daydreaming, thinking about what they've been doing or have to do next) they're constantly filtering your words into their belief systems, reacting emotionally to what they imagine you meant, by what they believe you said, etc. etc. etc. Visual images, however, tend to lodge deep in the part of the mind associated with both memory and emotion.

So instead of "telling," get the customer to imagine, with hypothetical situations "Imagine you were able to..." and 3rd-party stories replicating a situation tightly linked to the customer's world and potential needs. "The other day I was talking with a customer who..."

Remember to use language to create images for the customer to see in his or her mind, as if you were narrating a videotape of the scene.

A picture really is worth 1000 words.

So you never talk in the third person to your customers?

Do Your Prospects Have A Grasshopper Mind?

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