You may be talking but what you are saying may be very different to what the other person is hearing

Exceptional Sales Performance Monday Motivational Minute

You may be talking but what you are saying may be very different to what the other person is hearing.

January 14th 2013

By Gregory Ferrett
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Welcome to Monday

What the other person hears is what you said

In physics there are a number of basic laws that can never be broken. One of these laws is Newtons Third Law of Motion “For every action there is an equal and opposite reaction.”

What does this mean?

A good example is billiards. If you strike the cue ball in the same spot with the same force and it strikes the coloured ball in the same spot it will always respond in the same way.  If you want to change the outcome you need to change the way you play the shot. A bit to one side, a bit of spin, strike the ball with more force and the balls will always respond in an orderly and predictable manner.

In the world of physics if you take one action there is always a predictable opposing action. Unless you understand and apply the laws of physics playing billiards will be a challenge.

This is the same in communication.

There are basic laws of communication which, when understood and applied, will help you understand, influence and motivate others.

We were in the yard playing a game of backyard cricket with some friends. My son, about six at the time, was getting impatient waiting for his turn to bat. We could not get the batsman out. To everyone’s surprise he grabbed the ball and threw it over the fence into the next paddock. As you can imagine my natural reaction, and all the other ‘adults’ playing, was to chastise him. He broke into tears and ran into the house.

My wife came out shortly and asked “What is the rule about the batter being ‘out’ if the ball goes over the fence?”

Well - it appears my son had taken this rule literally “If the ball goes over the fence the batter is out” (or more commonly the '6 and out' rule) and could not understand why we had yelled at him. He just wanted a turn at batting. 

What Your Customer Hears is What You Said

The number one rule in communication is "What the other person hears is what you said".
I was trying to close an order for bespoke software development for a small direct mail company. I really wanted to close the deal that day so I opened my mouth and used words like “don’t worry about payment straight away, lets just get started”.

The deal was closed and the project started. I was surprised, however, when my financial controller called me into his office and informed me the account was 90 days overdue. He asked me "Did you say to this client they would not have to pay until the project was completed?"

What I had meant was payment would be in our normal terms, however, if he were to agree that day to proceed with the project we would not require a deposit with the order. What the client had heard was he would not have to pay until the project was completed. Fortunately this story had a happy ending.

When pressure and stress influence what you want to say it is tempting to try and shortcut a conversation without considering what the other person may be hearing. Being prepared for these conversations is important and will reduce the stress levels for the person you are trying to influence as well as your own. The more important a conversation the more preparation is required to ensure the message you deliver is understood.

Today’s question and action

What you say and the words you use, in every part of your life, can have a big impact on others. Take time to think your conversations through and ask the following questions;

• Do you prepare for important conversations or just let them happen?
• What is it your customers might be hearing you say?
• Do you have a few relevant questions ready to check the message you have tried to communicate has been received?

When you have something important to communicate take time to think about what you are saying so when you hit the cue ball the coloured balls go in the pockets.

Have a great week!

Exceptional Sales Performance

P.S. More inspiration on our BLOG here.

Reprint permission
Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; greg.ferrett@exceptionalsales.com.au

Selling to the Seven Emotional Buying Styles Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet; the Hustler the Artist the Normal the Engineer the Politician the Mover, and the Double Checker This is one book you will refer to time and again to help you plan sales calls and to close sales.

Buy your Kindle or Hard Copy version here

How do laughing, kissing and closing a sale differ?

Exceptional Sales Performance Monday Motivational Minute

How do laughing, kissing and closing a sale differ?

January 7th 2013
 

By Gregory Ferrett

Subscribe to this blog by entering your mail on the right .....;

Welcome to Monday

While watching the film “She’s the Man” one line stood out to me. Viola, dressed as a man, is coaching Duke on how to get a woman to like him. She says “If you can get a girl to laugh she will fall in love with you...?”

Laughing breaks down barriers

This made me think ... what is it about laughing which changes a persons mind? And how relevant is this to influence in other life activities?

Laughter is one of the few activities which can change the chemistry of the whole body. A hearty well developed laugh provides input into three areas of the body;

Energy

Laughter is the simplest and best way to quickly recharge energy reserves. (You can read more about the energy in the article ‘What can you do when you hit the wall and nothing seems to be working’)

Chemical

When you laugh, you generate a wealth of healing biochemical compounds. Deepak Chopra says “...your body can produce any drug you can buy from your chemist or drug store...” and one short burst of laughter can produce the life saving chemicals which drug companies sell for thousands of dollars. When you laugh your cortisol and catecholamine levels reduce and the left and right side of your brain come back into electrical balance.

Physical

Laughter helps circulate lymph fluid and helps your organs by removing waste products, increasing your body’s ability to fight infection. Laughter also increases oxygen supply allowing your body to generate more energy. Higher levels of oxygen produce a natural ‘high’. Laughter, especially outrageous laughter, can give your body a real workout.

What about kissing and closing a sale?

There are a few high stress activities in life. Two of the items right up there are making a decision to buy something (especially something expensive) and closing in on that first kiss with someone you really like. 

As it turns out laughter affects the brain and body in much the same way to reduce stress for these activities.

One side of the brain is saying “You can do better than this”; or “Lets look at more options before we make a decision”.

The other side of the brain is saying “I like the way the colour will look in the living room”, or “I wish he would just kiss me”.

As the brain considers the statements each side of the brain produces a small electrical charge, one side (+) positive and the other (-) negative, not unlike a battle in the brain, creating stress.  By helping a person laugh this barrier is reduced by discharging the two sides.
 
Viola was right. If Duke could get the girl to laugh her barriers came down. Even if these barriers were raised by months of bad behaviour, a single session of laughter will bring all the barriers down.

The same thing happens in a sale. If a salesperson or business owner can reduce the stress being experienced by the buyer using laughter all the barriers are gone. It is then just a matter of handling the real objections to getting a decision finalised.

Today’s question and action

Laughter is a serious matter. Here are some things you can do to help.

• Be prepared with a series of really funny stories. Like I say to my mother “Never let the facts get in the way of a good yarn”.  Practice them and use them appropriately – you will find people start to respond to you better as you develop your library of humorous stories.
• Join a laughter club. A simple Google search will bring up your local club. Even a few meetings can change your life.
• Examine the blockages some of your sales. You may be surprised to see there is a minor point creating tension or stress.  Make it into a point of laughter, with the joke being on yourself, and the watch the process move ahead.

The more you allow fun into your life you will be surprised at how more people will listen and be influenced by you.

Have a great week!

Exceptional Sales Performance

P.S. More inspiration on our BLOG here.

Reprint permission
Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; greg.ferrett@exceptionalsales.com.au

Selling to the Seven Emotional Buying Styles Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet; the Hustler the Artist the Normal the Engineer the Politician the Mover, and the Double Checker This is one book you will refer to time and again to help you plan sales calls and to close sales.

Buy your Kindle or Hard Copy version here

Why do people really like you and do business with you?

Exceptional Sales Performance Monday Motivational Minute

Why do people really like you and do business with you?

November 26th 2012

By Gregory Ferrett


Current research tells us the average person thinks about themselves, and how the world impacts them as an individual, almost every minute they are awake.  Their brain is constantly monitoring the environment alert to physical and emotional danger and opportunities. In less than a second the brain can flood the body with chemicals driving a ‘fight or flight’ or a ‘this sounds great’ response.  

As funny as it sounds, in business I continue to find people who think a person’s response to a sales pitch or a request for support will be different just because it is not a social situation. This is dangerous thinking and can lead to wasteful expenditure of money and emotional capital.


What we see is what we want to see - not what others see

My business partners and I were examining a great product developed by people with outstanding credentials and who seemed to know their target market. Despite good promotion and a strong message which brought in some early wins, it remained languishing as an ‘also ran’ product. At the same time a less developed product with fewer capabilities had grown to dominate the market.

We quizzed the developers who were consistent in their responses.

• They had developed the most advanced product in the market – no one else could come near it technically
• They always made a big effort to deliver a great presentation
• They seemed to be in the right place at the right time early on – now they seemed to be always catching up in the sales process

The consistent message we noticed was our client was focusing on how good they were.

Place yourself in their mind

When you need to influence an outcome or want someone to purchase your product or service the first thing you need to do is understand their situation. The research we mentioned earlier tells us the person you are trying to influence cares very little for you or your company, only for them.  Your telephone call, email or letter is an interruption. You need a way to help the person you want to influence see your product or service making their life better. If you can do this they will start to consider what their life might be like with you or your product or service in it.

This is easier said than done as you also spend most of your time considering yourself. After all you are a human being as well. You think of yourself as someone special, with intelligence and you know what is good for your customer.

I have watched with interest advertisements for the iPad and new Intel Surface computer. Both show people in real situations with their lives enriched because of the device. While they talk about the quality of the display, the discussion is about the way your life will be if you use the device. Not the fact one has so many mega pixels. Each time the advertisment shows my whole family wants one - each one for their own reason.

There is a painfully simple yet important lesson to be learned here. When it comes to influencing people or getting them to make a buying decision it is their expectation of what you are asking them to do or buy which will make their mind up. Not what you think is right or wrong.

You can tell the story enthusiastically and with passion, using the best multi-media presentation with endorsements by the best personalities. If you do not know what the person thinks about you are, at best, putting on a show in hope someone listens.
People decide to buy on the basis of expectation – what they perceive the decision will do for them and in their life. If your product or service fits into that perception you have a sale. If not then you don’t. It is as simple as that.

The company was investing enormous amounts of time and effort into selling the inventors idea. He had come up with the idea and made a number of initial sales. Now the company was talking with people who were unfamiliar with the inventor and the concepts he presented.

By changing the perception of the company owners and the way the product and services were presented made an immediate and enormous difference.

People like you and do business with you because they can picture you and your product or service working in their life. The better you are at helping people place you in their life the more successful you will be.

Questions and this weeks activities

There is nothing mysterious about what we did. It required a few simple changes. Try these and you will see your level of influence change quickly and dramatically;

• Engage your customer in a discussion about their business and their life using a reflective questioning style. You will be surprised what you will find simply by  being genuinely interested and scratching under the surface.

• Once you have established some rapport ask questions like “Have you considered …?” and “What happens when…?”

• Paint a picture using words like “Can you imagine leaving the office early confident …?” or “Can you hear your team celebrating knowing …?”

Leave your own ideas at the office – even better, in the shredder. They are great ideas if you are buying – but you are selling and you need to become a part of the buyers concept they are thinking about all the time.

Exceptional Sales Performance

P.S. More inspiration on our BLOG here.

Reprint permission
Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; greg.ferrett@exceptionalsales.com.au

Selling to the Seven Emotional Buying Styles Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet; the Hustler the Artist the Normal the Engineer the Politician the Mover, and the Double Checker This is one book you will refer to time and again to help you plan sales calls and to close sales.

Buy your Kindle or Hard Copy version here

 

How can you take a commodity and turn it into a vital requirement for your client?

Exceptional Sales Performance Monday Motivational Minute

How can you take a commodity and turn it into a vital requirement for your client?

November 26th 2012

By Gregory Ferrett

“How can you take a commodity item and turn it into something critical to your clients' business?” is one of the most common questions I am asked.

To date I have never come across a product or service which can not be linked to something of value - even common things.It just takes a little effort and planning.

Here is an example of how disposable nappies and rubber gloves, in a mature market, turned two businesses into industry powerhouses.

Disposable Nappies / diapers

The first question territory reps of this company were always asked was "What is your best price". They were in a tight competitive aged care market where every dollar counted. The business was going nowhere fast.

With a bit of effort and market research they discovered one of the more significant costs an aged care facility has was laundry.

With a bit of smart thinking they were able to demonstrate by using their incontinence pads laundry costs were reduced significantly due to leakage reduction.

Instead of calling the purchasing manager they were now able to call the CFO and ask this question “If I could show you a way to reduce your laundry costs by 22% would that be something of interest?” The answer was always “How?” and of course the appointment was made.

Rubber Gloves

(Reported in ‘The Age’ – Monday April 15th 2002)

Ansell moved its stake in Ford’s occupational glove business form 25% to 100%, a deal that it sees as a template for future company arrangements.

The Ford contract is worth close to $20 million a year, and is an example of Ansell’s approach to large customers, in which it will enter a contract to assume responsibility for protecting the hands of it’s customer’s workers.

While Ansell has really interesting technology (knitted Kevlar gloves coated with a nitrile polymer) technology alone would never maintain a long term competitive business advantage and they would have easily been caught up by competitors.

Ford used to spend $20 million a year on gloves, however they also had medical costs of $40 million a year for hand injuries. With the use of the new gloves and a partnership with Ansell for ongoing development in the first full six months there was a 50% reduction in injuries.

Ansell were able to link a commodity produuct to a critical business issue and demonstrate the value of working with them alone.

Today's Questions and Actions

Here are some questions and actions to help you uncover how important your product or service might be to your client.

1. Ask yourself ,and others involved with your clients business, what the challenges they face? List the top few and keep going until you have twenty or more. Be creative and think about the issues their competitors face as well as they are likely to have the same challenges.
2. What is the press saying about their industry?
3. What are the opportunities opening up?

For each item list two or three ways your product or service makes it easier to deal with the challenge. From this list you should have at least one, if not more, compelling reasons why a client should talk to you and not just ask for a price.

Have a great week.

Exceptional Sales Performance

P.S. More inspiration on our BLOG here.

Reprint permission
Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; greg.ferrett@exceptionalsales.com.au

Selling to the Seven Emotional Buying Styles Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet; the Hustler the Artist the Normal the Engineer the Politician the Mover, and the Double Checker This is one book you will refer to time and again to help you plan sales calls and to close sales.

Buy your Kindle or Hard Copy version here

 

How can you uncover hidden need all the time?

Exceptional Sales Performance Monday Motivational Minute

How can you uncover hidden need all the time?

November 12th 2012

By Gregory Ferrett

Welcome to Monday

A recent study showed that 75% to 80% of customers purchased only what they initially set out to buy. What if there was a really simple way to uncover a customers hidden additional need? and you could use this to help you customer uncover their need themselves?

Jewellery Store

My watch kept stopping. I assumed the battery needed replacing so I walked into one of the best-known jewellers in Australia to get a battery fitted. I handed my watch over to the sales assistant and asked them to replace the battery.

 

“I am sorry,” the assistant said “but we do not sell this brand, so we can’t put in a new battery.”

I was stunned! I reminded the assistant that this was where I had purchased batteries before.

“Well, this watch is waterproof, and we can not guarantee it will still be waterproof after we open it”

This assistant was really annoying and definitely trying to avoid making a sale. I needed a battery so I persisted with one more attempt.

“I know you can not guarantee the waterproofing, you said that when you replaced the battery here last time.”

“I am sorry, but we probably do not have the battery in stock …”

I was angry. I stormed out and went to the jewellers a few shops down and handed over my watch.

“No problems, let me have a look,” the assistant said.

After a few moments, the jeweller came out with a battery tester and showed me the battery was fine. We discussed what the problems might have been with the watch that stopped it working from time to time. He asked a few questions and ...

Guess who purchased a brand new watch! (They had uncovered my hidden need)

This sales assistant had;

 

• Established rapport
• Differentiated themselves from their competitor, and
• Helped me discover I needed a new watch.

But what had they done differently?

They had listened and established rapport by taking an interest, engaging my emotional buying style, asked questions and listened. In just a few minutes they had me agreeing I needed a new watch and were on the way to closing the opportunity.

The first jeweller was only interested in selling something in their catalogue. The second jeweller took the time to test the battery (no cost), and then asked some simple questions (also no cost). I felt like they cared for me and I trusted them. They helped me discover I needed a new watch, so when I had a look at a couple of options, and listened to their recommendation, I acted on it.

Chip Bell said "Effective questioning brings insight, which fuels curiosity, which cultivates wisdom." Effective questioning helps your customer uncover their own need. By helping your customer uncover their own need you also create a powerful emotional reaction and driver for action.

Industrial Example

Say you sell industrial heating elements and call to find out if a manufacturing company is interested in using your product. Rather than asking when they plan to buy more (you just know you will have the lowest price!) ask something like “How often do you change the heating elements in your gas turbine?”

This simple question tells you if there is a problem with the life expectancy of current heating elements. You know one key feature of your product is its long life and by planning this question in advance you will also have the follow-up questions ready to help your customer discover they need your product. With this small piece of information you can ask for an appointment to show them how you helped another company reduce the number plant shutdowns by using your heating elements.

Of course, by the time this meeting is done your prospect has 'discovered' they have an unrecognised need for long life heating elements and the lowest price is no longer an issue!

Today’s question & action

Take your product or service and ask yourself "what problems could my product solve?"

Be creative and outrageous. Don't stop until you have a full page of ideas. Do this with a colleague or ask someone to help if you get stuck.

Distill this down to a list of five key problems.

For each problem create a question designed to help your prospect discover hidden problems.

Try these question with everyone you visit this week. You will be surprised how many new opportunities you prospects will reveal to you even they did not know existed.
Have a great week.

Exceptional Sales Performance

P.S. More inspiration on our BLOG here.

Reprint permission
Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; greg.ferrett@exceptionalsales.com.au

Selling to the Seven Emotional Buying Styles Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet; the Hustler the Artist the Normal the Engineer the Politician the Mover, and the Double Checker This is one book you will refer to time and again to help you plan sales calls and to close sales.

Buy your Kindle or Hard Copy version here

 

Is High Energy Enough in Business and Sales?

Exceptional Sales Performance Monday Motivational Minute

Is High Energy Enough in Business and Sales?

October 29th 2012

By Gregory Ferrett

 

Welcome to Monday

 

I was breaking up some concrete over the weekend. I was enthusiastic and very positive about the job for ten minutes or so and stopped for a moment. I looked at the whole job and realised how much work it really was.

 

Car runs into tree in the middle of the dessert

A discussion I had with a concrete worker came to mind. He had said “To make the job easier just focus on the point you want to hit and allow the weight of the hammer do the work.” In that moment I re-evaluated the job. I saw what needed to be done, set some goals and started to systematically follow a pattern. This time, instead of attacking with enthusiasm I allowed the weight of the hammer to do the job and focussed on hitting the right point. The job was completed with a lot less energy, less time and my back thanked me for it.

There was a picture in the ‘The Age’ newspaper a few years ago of a crash in the middle of the Nullarbor dessert. The police were quoted as saying “We don’t understand how this happened. The driver has smashed head on into the only tree for over 40 kilometres.”  They were observing the same rule I used in breaking up the concrete, the rule of focus.

What you focus on is what you get

the rule of focus

 

As a business and sales coach I regularly get called to crash scenes. A sales person is faltering or a business failing where it has been smooth sailing for a long time. I am rarely surprised, however, as these crashes occur invariably for one reason. The rule of focus has been violated and the business owner or sales person has allowed their mind to wander from their customers goals to their own.

A lot of research has been done on what makes a person successful. What has been discovered is a successful person absolutely believes they have the ability to succeed. They will not entertain, think about, or talk about the possibilities that they'll fail. They do not even consider the possibility of failure.

This ‘feeling good and positive about you’ will help. To make a sale, however, it does not matter how good you feel or how positive you are. What matters is how good your customer feels and how positive they feel.

Why does your customer buy?

Your customer will only make a buying decision when their emotional needs are met and they can ‘see’ the product or service you offer working in their world and delivering value to them. When they are totally convinced you have the ability to deliver what they ‘see’ then they buy.

Focus on your client

Successful business people and salespeople are the ones who take the time to understand their customers, know their goals and ‘hit’ their client’s goals time and time again. They help their clients:

• ‘See’ how things could be
• Become enthusiastic about getting the results
• Believe they can deliver the result for them.

Moving from being good to being great

One of the things that make great salespeople stand out from the crowd is that they are not considered salespeople at all. They are regarded by their clients as consultants or a similar title. The moment a person is tagged by their customer with the label ‘salesperson’ it means they focused on something other than their client. When you are with your clients you are there to help them achieve their goals. Talk to them about:

• their bonus plan,
• their holiday,
• their promotion.

These are the things that engage them emotionally and drive sales. So, is high energy important is business and sales? Yes, but not as important as focus. High energy will give you a result. High energy with focus will give you an extraordinary result. 

Today’s question & action points

 Here are two things you can do to help you focus:

• Call up your top customers and ask them “What is it about my company that made you initially select us, or continue to deal with us?” The answers will tell you a lot about their perception of you and help you understand why others may buy from you.
• Before you pick up the telephone to your next client or prospect ask yourself “How will this person be better off as a result of using my product or service?”

When talking with your clients put your commission plan away. Hide the holiday brochure and forget about the promotion this sale may bring. There is time for that at the end of the day.

Have a great week.

 

Exceptional Sales Performance

P.S. More inspiration on our BLOG here.

Reprint permission
Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; greg.ferrett@exceptionalsales.com.au

Selling to the Seven Emotional Buying Styles Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet; the Hustler the Artist the Normal the Engineer the Politician the Mover, and the Double Checker This is one book you will refer to time and again to help you plan sales calls and to close sales.

Buy your Kindle or Hard Copy version here

Are You In Business or Show Business?

Exceptional Sales Performance Monday Motivational Minute

Are you in Business or Show Business?

October 8th 2012
By Gregory Ferrett

Welcome to Monday

 

 

Early in my sales career I sold the Pitney Bowes range of mail handling equipment. I was planning a major demonstration for one of my prospects and had all the equipment setup. Darien, my sales manager, asked me to demonstrate to him what I planned to present to the prospect.

Darien taught me two vital lessons for people in sales or business that day.

Lesson 1- Take the ordinary and make it extraordinary

Folding invoices and stuffing them in envelopes has to be one of the most boring jobs imaginable. Darien, however, taught me how to load paper, envelopes and brochures with great flair. When he started the equipment folding, inserting, sorting, and franking the mail it was as if he were on the stage.

The first lesson he taught me was the importance of taking this boring activity and make it exciting. He taught me to have fun feeding the paper into the equiopment and use creative ways of describing what was happening “Here is the form the Robinson family will use to purchase that new frying pan from your store” I would say as the machine sucked up the next sheet, folded it and stuffed it in the next envelope.

Lesson 2 - Actors get paid to perform. Sales people get paid for results

With the smoothness of two actors we put on a show for my prospect. The key difference to acting is we were performing not for applause but to influence and motivate someone to take action, to purchase the equipment we were showing off.

The second lesson Darien taught me was I was paid to sell and not for my acting ability. Acting was only to make the solution we were offering look easy and exciting; it was the rest of the sales process that won the business.

Who you focus on changes the outcome

Sales Demonstration of a Robot

Research tells us people spend almost all of their time thinking about themselves, their problems, and their own business. No matter how exciting the performance or smoothly a presentation to a prospect goes, the moment you leave their office their world crowds in again as the telephone rings or the next sales person calls. 

It does not matter what level in an organisation you call on, from the CEO down, every person you speak to is a human being. They have emotional drivers just like every other person on this planet. They think about themselves first and almost all of the time.

It is how you control your own feeling of self importance and focus on the emotional green and red buttons of your customers and people you want to have influence with that will determine your ability to be successful in your endeavours.

It would be great if you were paid on your ability to present. What you are paid for, however, is your ability to help others see the way the world could be if they used your products or services and close the sale.

Yes, you are in show business. Showing the way life could be and helping people see themselves in the scenario you act out. It is your show business that drives your business. 

Today’s question & action

The greatest actors are the ones who get inside their characters and become that person. The next time you get ready to present ask these three questions.

 

• What are my prospects emotional green and red buttons?
• How can I present the potential new way of doing things in an exciting way which will allow my prospect see themself using my solution? 
• When I present my product or service am I addressing my clients needs or stroking my own ego?

Have a great week!

Exceptional Sales Performance

P.S. More inspiration on our BLOG here.

Reprint permission
Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; greg.ferrett@exceptionalsales.com.au

Selling to the Seven Emotional Buying Styles Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet; the Hustler the Artist the Normal the Engineer the Politician the Mover, and the Double Checker This is one book you will refer to time and again to help you plan sales calls and to close sales.

Buy your Kindle or Hard Copy version here