Bite Your Tongue

Written by Kelley Robertson

Most people don’t realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week. The customer started describing his situation and after a few moments he paused – briefly. It was an opportune time forrepparttar sales person to make a comment or talk about her product and service. However, she remained silent, sensing thatrepparttar 141862 customer had more to say. Her intuition proved correct - a few seconds later he continued talking about his needs, and when he had finished discussing his point he paused. The sales person refrained from speaking and her customer began talking again. During this last monologuerepparttar 141863 sales person learnedrepparttar 141864 exact information that she needed to closerepparttar 141865 sale without resorting to discounting. If she had spoken during those moments of silence, she may still have closedrepparttar 141866 sale but not as effectively. I remember watching my wife use silence as a customer several years ago in a retail store. She had brought a few items torepparttar 141867 cash desk and whenrepparttar 141868 sales associate rang them in my wife noticed a discrepancy in price. When she questioned this difference,repparttar 141869 employee mentioned thatrepparttar 141870 items in question were not available forrepparttar 141871 price my wife had thought. Instead of complaining or arguing my wife chose to remain silent. The sales associate immediately began talking to fill uprepparttar 141872 “dead air” space, and before long, had talked herself into giving my wiferepparttar 141873 discount she had hoped for. The next time you meet with a client or customer – either face-to-face or overrepparttar 141874 telephone – bite your tongue. Resistrepparttar 141875 temptation to talk immediately after they have spoken. Instead, pause for a few moments. Because most people are uncomfortable with silence they will automatically say something. This is a very effective recruiting technique (calledrepparttar 141876 pregnant pause) and it can be used inrepparttar 141877 sales process as well. Here are a few other situations when biting your tongue will benefit you: 1. After you ask a question. I’ve seen more sales people answer their own questions instead of holding back and allowing their customer to talk. Let a customer tell you what’s on their mind and encourage them to give you more information. This is extremely easy to do when you refrain from talking after asking someone a question.

The Power of Confidence

Written by Kelley Robertson

My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control ofrepparttar circumstances and situations around you will develop your self-confidence. When you considerrepparttar 141861 amount of rejection that many sales people encounter,repparttar 141862 fact that many salespeople lack self-confidence is not surprising. Top performing people in any industry typically possess a high level of self-confidence. They may not necessarily possess this confidence all their lives. I have not always have a lot of self-confidence. Outwardly I was Mr. Confident while onrepparttar 141863 inside I seriously doubted my abilities. I had to wrestle with my own mental baggage for years before I became internally confident. Learning to deal with this begins with letting go of your personal baggage. Mental baggage is a collection of allrepparttar 141864 situations we have experienced or encountered during our lifetimes. We carry all this baggage around in our heads and draw from it when appropriate situations present themselves. Perhaps you tried to join a school sports team when you were a child. Your athletic abilities in that particular sport were average; for that reason you were unable to makerepparttar 141865 team. You filed away this experience in your subconscious until a similar situation to it came along. You immediately recalledrepparttar 141866 previous performance and outcome, and told yourself that you were not capable of successfully meetingrepparttar 141867 current challenge. Consequently, you did not makerepparttar 141868 effort required to meet it. We all carry around this mental baggage. It influences us in everything we do, both in our business and personal lives. How it affects us when we sell is very simple. Mental baggage may consist of customers who have been rude, abrupt, or angry toward you. Baggage can include situations from earlier in our work careers or even from our childhoods. As time progresses, this mental baggage weighs heavier and heavier. Yet we continue to drag it around with us into every sales situation. Over time our attitude turns sour, we become pessimistic and jaded, and we get frustrated with challenging customers and prospects. Our productivity drops, our performance slides, and our job security may even be threatened. We become increasingly bitter toward our chosen occupation,repparttar 141869 customers we serve, and life in general. Our mental baggage is a weight on our shoulders.

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