"...Forget your feelings and thoughts. Simply listen with interest on the client. The more you're able to do this, the more the client feels good about being open with you. Think about something you do well, or enjoy doing; you'll find that when you are doing these things you aren't thinking about your thoughts or feelings; you are so engaged and in unity with the event that you transcend your self-talk and feelings. When focused intently on the client you go beyond yourself, and work from a higher level of performance. Furthermore, as you engage the client you become sensitive to reactions from their body posture, eye movements, skin coloration, and other responses the client is having at the moment. When engaged on the phone you want heightened awareness of the tone, pitch, pace, and mood of how your client is communicating. How something is said and how something is expressed by body movements is almost always more important than the content of what is said."
... "Everyone has a way of doing the things they do. From the way you choose where to go to dinner, to the way you decide what to wear to work. The actions you take and the decisions you make follow a certain pattern. You have your own individual way of coming to a decision, and of getting yourself to take action. When buying a product/service you might not even realize that there are specific steps you take each time you make a purchase decision. It would be pretty inefficient to use arbitrarily chosen steps to make a decision every time you had to make a purchase. We have consciously or unconsciously developed a specific combination of feelings/thoughts within ourselves that will cause us to "make sense" of the purchase decision, and buy. If we know the exact steps a person takes when making a confident purchase decision than we can provide our pr/s in the manner necessary to create the sale. It is much easier and wiser to use a pre-existing system - in this case a comfortable buying strategy, than to try to create a whole new buying pattern. "
Excerpt from my new E-Book How to Become a Sales God
available at www.godsofsales.com
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