Today's sales training tip comes from Art Sobczak:
You Are Absolutely Going to Love This
Greetings!
While listening to some recorded calls, I noticed a
pattern with a sales rep. She tended to preface
many of her statements with negatives such as,
"I have some bad news for you,"
"Are you sitting down?", before she gave the price
of an item,
"You're not going to like this,"
"I hope you're prepared for what I'm about to tell you."
And not surprisingly, she continually got negative
responses and results.
As a listener, when you hear comments like these,
you're bracing yourself for negative news. Regardless
of your state of mind prior to the comment, you
are now prepared to hear something negative.
People evaluate information based on the state of
mind they are presently in when they hear it.
That's a negative example of the principle of
preconditioning.
But, you can use it to your advantage.
First, be certain you're not now in the habit of
negatively preconditioning your listeners. And with
many people, it is a habit.
Listen to your calls from the perspective of the
prospect/customer. Thoroughly analyze your
language to determine if you use "conditioning"
phrases that frost listeners. Catch yourself
before you use them.
Then, get in the habit of grooming an atmosphere
in which your listeners will positively view your
information. And it's not that difficult.
In fact, you probably hear it regularly when you
see and hear an infomercial on television. How
often have you heard,
"Now, for a product like this that takes the place
of all the cleaners in your cabinet, you'd probably
expect to pay $40 or more..., but no..."
You can do the same. For example,
"Here's the good news..."
"Keeping in mind all of the ways this will save you
money on your operational expenses, the price
is low in comparison..."
"And now I'd like to share with you what people
say is the best part of the entire system..."
"This is something you might even want to write
down for future reference..."
The old clich? states, "It's not what you say, but
how you say it." True, but let's add to that. It's also
what you say BEFORE you say it!
______________________________
"Failure is an event, not a person. Yesterday ended
last night."
Zig Ziglar
Go and Have Your Best Week Ever!
Art
Published By Art Sobczak, Business By Phone Inc.
See articles, and other resources
http://www.BusinessByPhone.com
See Back Issues At
http://businessbyphone.com/
See Material You Won't Get Anywhere Else at
Art's Blog
http://www.TeleSalesBlog.com
______________________________
Join Art in Dallas Next Week and Work With
With Him Personally on Building Your
Own Successful Sales or Prospecting Call
Attend the Final Telesales College
Two-Day Workshop of 2008
Quit making call-killing mistakes and see exactly what
to say to get YES more often by phone.
http://businessbyphone.com/
Dallas, December 10-11
See complete details, agenda, comments from attendees,
and register here or, download a brochure
______________________________
Hear Audios of Calls, See Videos, and See
Some of Art's Rants and other Tips at
TelesalesBlog.com
Go to the blog at
http://www.TeleSalesBlog.com
Posts
No comments:
Post a Comment