| #11 | | Details
Another reason why prospects don't seem to be paying attention is that in your line of business, you have many details to go over (the average person can handle up to three pieces of information at a time which is why a phone number, xxxxxxxxxx, is broken up into xxx-xxx-xxxx).
I would look into ways of simplifying your presentation, if you can.
Try some practice sessions with friends and relatives and do a study on simplifying a presentation for your prospect (the internet and this website can be helpful). | | |
| #12 | |
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Originally Posted by Wonderboy
Another reason why prospects don't seem to be paying attention is that in your line of business, you have many details to go over (the average person can handle up to three pieces of information at a time which is why a phone number, xxxxxxxxxx, is broken up into xxx-xxx-xxxx).
I would look into ways of simplifying your presentation, if you can.
Try some practice sessions with friends and relatives and do a study on simplifying a presentation for your prospect (the internet and this website can be helpful).
| Thanks WB! I think it's Miller time.  | | |
| #13 | |
People seem to listen better when the WIIFM syndrome occurs. | | |
| #14 | |
The responsibility is on the Sender, not the Receiver, to get his/her message across successfully. __________________
"People will not listen to the solution until they understand and believe the problem." | | |
| #15 | | Of course they don'tq
Customer's do listen. Prospects, on the other hand, well we have to be patient. I find whenever I talk to a prospect, and I bring something new in, I plant a seed, and then go back several times. Do this:
Go anywhere that sells something you want, but know you cannot afford. I'll use my profession in particular. Go into an art gallery. Look around and look at a piece you like for more than 7 seconds. The consultant will approach you, and if he or she is smart, will take the art off the wall, and take you into the back room. He or she will dim the lights, and mesmorize you. Pay attention to how much he or she says, and how much you retain.
When you are looking at something you like, you are not paying attention to what the guy is saying, you are thinking of what you want. You are thinking of how you can afford it, or, you are thinking how you can get out of there.
You as a salesperson need to be asking questions, more than you are giving information. If they aren't listening, they are thinking. Ask what they are thinking about. Ask open ended questions. Ask your tie down's.
Aren't you?
Isn't it?
Don't you?
It's bettter to be interested than interesting. When you ask questions, it forces them to think, and to respond. Try these things, and then you might see some results.
-Jon | | |
| #16 | | Of course they don't
Customer's do listen. Prospects, on the other hand, well we have to be patient. I find whenever I talk to a prospect, and I bring something new in, I plant a seed, and then go back several times. Do this:
Go anywhere that sells something you want, but know you cannot afford. I'll use my profession in particular. Go into an art gallery. Look around and look at a piece you like for more than 7 seconds. The consultant will approach you, and if he or she is smart, will take the art off the wall, and take you into the back room. He or she will dim the lights, and mesmorize you. Pay attention to how much he or she says, and how much you retain.
When you are looking at something you like, you are not paying attention to what the guy is saying, you are thinking of what you want. You are thinking of how you can afford it, or, you are thinking how you can get out of there.
You as a salesperson need to be asking questions, more than you are giving information. If they aren't listening, they are thinking. Ask what they are thinking about. Ask open ended questions. Ask your tie down's.
Aren't you?
Isn't it?
Don't you?
It's bettter to be interested than interesting. When you ask questions, it forces them to think, and to respond. Try these things, and then you might see some results.
-Jon | | |
| #17 | |
Customers hear what they want to hear, most anyway.
If a sales person tells me they’ll try and deliver the item by say the 21st of the month but they are not sure if they can, I being the customer doesn’t hear TRY or NOT SURE, I only hear the 21st. | | |
| #18 | |
You can also try presenting in bullet points. Write down your information and then make concise bullet points. So, when a prospect has a question, you can answer in short, concise bullet points.
Susan | | |
| #19 | | Good point Susana
Quote:
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Originally Posted by susana
You can also try presenting in bullet points. Write down your information and then make concise bullet points. So, when a prospect has a question, you can answer in short, concise bullet points.
Susan
| I would suggest to all to read books on writing (including advertising writing, business writing and marketing/sales writing as well) plus mine the internet for writing tips. | | |
| #20 | |
Quote:
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Originally Posted by Thomas
You hear all the time about salespeople who don't listen to their customers but I've been paying attention and I'm here to tell you that customers don't listen either!
 | Thomas - I understand your point and the angle you are coming from but don't you think that the Sales Person plays a big part in the penetration to the customer? __________________
Snowboy
I've come to believe; all my past frustrations were actually laying the foundation for understandings that have created the new level of living I now enjoy. | | |
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