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Originally Posted by Jon on Maui
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
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