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Digg it UP - Silence is a Sale's Best Friend
We may buy from those we know, like, and trust; but we continue to buy over the long term from those we feel a genuine emotional connection with.In a recent Forrester Research consumer survey, a whopping 89% indicated they feel no personal connection to the brands they buy. Without that emotional bond, customers can be easily persuaded to try a competitor’s product.The amount spent to acquire a new customer varies from business to business and industry to industr
Salespeople, too, are often guilty of giving into the pressure of silence. Like the attendant, they mistakenly interpret silence as an objection. Having
CRUCIAL TO STARTUPSNetworking can be crucial to ideas at the startup stage. How do you think you’re going to get your message out? There needs to be an audience and more specifically, an audience with a high net worth. Did you know that angel investors backed 48,000 companies to the tune of $22 billion in 2004 alone! I am sure that you are in a position where you could use a chunk of that cash as well, right? Any entrepreneur would like to be in that position. The questi
His suspicion was correct. The attendant told him the flight had been overbooked, and asked if he would give up his seat for a $200 travel voucher. Tired from the long weekend and in no mood to argue, my brother just stood there, staring at the attendant.
Stunned by the lack of response, the attendant looked back at her monitor and began punching some keys. Smiling, the attendant looked up, “Actually we can offer you $250, and we will put you up in a hotel for the night.”
With this better offer, my brother realized that his silence had just put him into a game of “Deal or No Deal” with the airline. He began to consider the offer, but before he could reply the attendant had gone back to punching her keyboard with a new tenacity and determination.
After another few moments of unspoken arm twisting, the attendant, now visibly frustrated, looked up and said in a final offer tone, “Okay, we can offer you $350 and a free hotel room for the night.”
Satisfied with the offer, my brother replied “Okay” – his first word in this one-sided exchange.
Unknowingly to the attendant, my brother had been satisfied with her very first offer. He was simply taking his time to think it over. Rather than patiently awaiting his answer, or simply asking my brother if he was interested, the attendant took his silence as an objection and immediately sought a better deal.
Salespeople, too, are often guilty of giving into the pressure of silence. Like the attendant, they mistakenly interpret silence as an objection. Having
Your customers are pretty vital to your business, right? Do you thank them? Think about it. We teach our children to say "thank you" every time they receive something. We don’t even have to tell our children the words to say. We just prompt them with, "what do you say?" It’s that obvious. Our society is conditioned to offer thanks when given something. But in business we often forget to thank the very people who make our success possible.Thanking your customers can be a
Stunned by the lack of response, the attendant looked back at her monitor and began punching some keys. Smiling, the attendant looked up, “Actually we can offer you $250, and we will put you up in a hotel for the night.”
With this better offer, my brother realized that his silence had just put him into a game of “Deal or No Deal” with the airline. He began to consider the offer, but before he could reply the attendant had gone back to punching her keyboard with a new tenacity and determination.
After another few moments of unspoken arm twisting, the attendant, now visibly frustrated, looked up and said in a final offer tone, “Okay, we can offer you $350 and a free hotel room for the night.”
Satisfied with the offer, my brother replied “Okay” – his first word in this one-sided exchange.
Unknowingly to the attendant, my brother had been satisfied with her very first offer. He was simply taking his time to think it over. Rather than patiently awaiting his answer, or simply asking my brother if he was interested, the attendant took his silence as an objection and immediately sought a better deal.
Salespeople, too, are often guilty of giving into the pressure of silence. Like the attendant, they mistakenly interpret silence as an objection. Having
I was invited to give a presentation to an organization where members were afraid to step up to leadership positions mainly because they would have to do some public speaking. They asked me if I could somehow communicate to them that "public speaking can be fun". Little did they know, "FUN" was my middle name. As a matter of fact, one of the very first things I say on my new CD is that "public speaking can be fun!"3 Ways How To Have FunPrepare: Know what you are g
After another few moments of unspoken arm twisting, the attendant, now visibly frustrated, looked up and said in a final offer tone, “Okay, we can offer you $350 and a free hotel room for the night.”
Satisfied with the offer, my brother replied “Okay” – his first word in this one-sided exchange.
Unknowingly to the attendant, my brother had been satisfied with her very first offer. He was simply taking his time to think it over. Rather than patiently awaiting his answer, or simply asking my brother if he was interested, the attendant took his silence as an objection and immediately sought a better deal.
Salespeople, too, are often guilty of giving into the pressure of silence. Like the attendant, they mistakenly interpret silence as an objection. Having
SimplicityDo not over complicate the CV. It is your one and only chance to impress the reader, so keep it simple and pull out your strongest points to sell yourself. Keep it short, to the point and punchy.AchievementsAchievements are important to highlight and shows the reader the level of your ability. Use active verbs, such as, managed, led, responsible for, achieved as this just highlights all of your skills in an effective way.Work chronologicall
Satisfied with the offer, my brother replied “Okay” – his first word in this one-sided exchange.
Unknowingly to the attendant, my brother had been satisfied with her very first offer. He was simply taking his time to think it over. Rather than patiently awaiting his answer, or simply asking my brother if he was interested, the attendant took his silence as an objection and immediately sought a better deal.
Salespeople, too, are often guilty of giving into the pressure of silence. Like the attendant, they mistakenly interpret silence as an objection. Having
As the U.S. and the global economies move up and down, there is always some talk that arises about concern of a worldwide recession. Let’s acknowledge that we are sometimes over-run by pessimists. When the pessimists start talking up a recession, people start to worry, get scared and begin to develop contingency plans. So what would a strategic thinking professional do to make his or her business recession resistant? There is one thing that must be crystal clear – you must
Salespeople, too, are often guilty of giving into the pressure of silence. Like the attendant, they mistakenly interpret silence as an objection. Having a propensity to assume the objection is price-related, salespeople automatically sweeten the deal with free product, better terms or a lower price.
However, jumping to these conclusions and feverishly haggling is what hinders you from understanding your customer and ultimately making the sale. Filling the silence with incessant sales babble after you ask a question tells your customer that your interests, as well as conversation, is one-sided; you care more about making the sale than you do about understanding your customer.
A great sales conversation is constructed of two parts: the confidence to ask straight-forward questions and the resolution to patiently wait for the customer’s response. While most salespeople understand the right questions to ask, they do not have the confidence and willpower to allow the customer to answer. Instead, they fill the silence with sales fluff, and miss out on the opportunity of learning what really interests the customer.
If you ask a customer what he likes about a specific machine, don’t give in after a few moments of silence and start telling the customer what they should like about the machine. Wait for their answer. They may tell you that the size is perfect, or that they love how fast it is. Bingo. Now you know what interests the customer and how you should direct the conversation.
Oftentimes, you’ll find your custom
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