deborah.nu - the network marketing training resource for people
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3. PUT YOURSELF IN YOUR PROSPECTS' SHOES.
The more you think like a buyer, the better you'll be at sales. And because we're all buyers, it shouldn't be too difficult to figure out what's going on in your prospect's head. Think about a time when you walke d out of a store or hung up the phone without buying what you were shopping for. At what point did the sales pitch break down What did the salesperson say-- or not say--that turned you off.
To obfuscate or not to obfuscate with a plethora of verbiage.
If you know all the words in that question, bully for you. If you use those words when talking with prospects, uh-oh! You're a showoff. And showing off is a sign of insecurity. Well, to a psychologist, it's a sign of insecurity. In a sales situation, it' s a sign of a confused customer and a lost sale. Use words and expressions that generate enthusiasm, not a trip to the dictionary. Remember, if you're going to walk the talk, then talk the talk--the customer's talk.
If you object to this rule based on the grounds that you deal with pedagogues and pedants who expect that kind of language, go ahead, pontificate away. But it's a sure bet you'll raise their interest if you switch to more convivial English.
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