Issue Date: Sales Success Mar 15, 2009, Posted On: 3/15/2009
Sales Tips To get people interested in what you are saying
Let them know you are interested in what they have to say.
If you truly want to win with people, you need to make them feel that what they have to say is important.
1. Take notes. Taking notes is proof. Taking notes keeps you mindful in the conversation. Taking notes honors someone's thoughts. Taking notes is respectful. Taking notes increases someone's self-esteem.
2. Refer to your notes. Later in your presentation, refer to your notes. If possible, physically show that prospect the notes you took. Explain how you've applied their ideas since writing them down.
3. Ask customers to repeat things. Not because you didn't understand their point; but because their insight was powerful. This demonstrates your desire for clarity. It also gives them a chance to rephrase, repeat or re-tweak their original idea, making it as strong as possible.
4. Acknowledge people. Slow down. Stay present. Hold your eye contact with everyone you encounter for one additional second. ONE second. It's harder than you think.
5. Remember people's names. Stop saying that you are terrible at remembering names. Silently quiz yourself on people's names as you walk into a room. If you actually commit yourself to doing a better job of remembering names, you will remember them.