Sales Tweet #46 When you simply listen with an open mind...what are your Clients saying about your competition?

 

The main point is - Listen. Don’t make comments about your competition. And 'overrule' yourself if you are tempted to ask leading questions. When your Client brings up your competition it means something. Your challenge is to determine what it means. You can prepare for this inevitable situation by planning the questions you will ask your Client after your Client raises the topic of your competition. When you design those questions, design them carefully. [Search the word "question" at the Activestor website for more about this topic...here's a link www.activestor.ca ]

Sales Tweet #45 Some of Ernest Seller's Clients are avid readers. He wonders if that is of 'selling' significance.

 

OK. Ernest wondered that then he let the thought slip away because, as usual, he was really busy. If he had spent a little more time thinking he may have concluded 'Yes, some of my Clients are avid readers. I can tell that by looking at the books on their desks, shelves, and in their bookcases'. 'The next time I look at those books I will have to remember to think about what types of books and what does that mean...as examples: What does it mean when my Client has her university textbooks on display? What does it mean when my Client has a set of football books or magazines on display?' But - none of those questions came to Ernest Seller's mind. He was too busy.

Sales Tweet #44 You make embarrassing, little 'human' mistakes: share a personal story with a buyer today.

 

Obviously, judgment and discretion is required…and we shouldn’t overdo it. But, don’t be uncomfortable sharing some personal things with buyers. Most people like stories and many people like the personal touch. Be careful not to be too personal too quickly. And, pay attention to reactions. Does the Buyer 'clam up'...letting you know you better ease off? Does the Buyer reciprocate, sharing his or her stories with you?