Show and Tell

Written by John Boe

Do you look for ways to involve your customer during your presentation or do you just babble on hoping you might say something that will generate a sale? Regrettably, unsuccessful salespeople display poor listening skills and have a tendency to talk too much. They use a “show and tell” sales presentation style that can quickly turn a customer off and cause them to mentally shut down. Onrepparttar other hand, by developing your listening skills and finding ways to keep your customer actively involved in your presentation, you will dramatically increase your sales effectiveness and close more sales!

Several years ago, I heard an interesting story about a safety glass salesman named Bill Johnson. Bill wasrepparttar 127359 top producer in his company and consistently outsoldrepparttar 127360 other salespeople by a significant margin. One dayrepparttar 127361 owner ofrepparttar 127362 company congratulated Bill for setting a new quarterly sales record. The owner was curious about Bill’s outstanding accomplishment and asked him what he felt wasrepparttar 127363 secret of his success. Bill replied he was sellingrepparttar 127364 way he had been trained to sell, but that he had added something to his presentation. He stated that during his sales presentation he used a hammer to strikerepparttar 127365 safety glass several times to demonstrate its strength and durability. Excitedly,repparttar 127366 owner asked Bill if he would be willing to teach his hammer technique torepparttar 127367 other salespeople atrepparttar 127368 next company training meeting.

Increase Your Selling Power by Increasing Your WORD Power

Written by Alexandria K. Brown

Although it's painfully obvious that a poor vocabulary won't keep you out ofrepparttar White House, people do judge you byrepparttar 127358 words you use -- making assumptions about your intelligence, education, and capabilities.

Having a vast "stable" of words that you are confident in using allows you to choose justrepparttar 127359 right one when you need it. This can help make your copywriting, client conversations, arguments, and sales presentations incredibly powerful and concise. And it never hurts to appear smarter than you are.

In grade school, we were given vocabulary lessons and quizzes that forced us to learnrepparttar 127360 meanings of new words. But now, as grown-ups in our increasingly "dumbed-down" society, it's not easy to keep learning new words without working at it. The six-o'clock news and "People" magazine won't do much to increase your word power.

So how can you increase your vocab without spending hours studying your dictionary or a book onrepparttar 127361 subject? Here are a few easy ways that I've found helpful:

1. Read more publications.

"The New York Times" and even news magazines such as "Time" and "Newsweek" often throw in words that fall aboverepparttar 127362 country's average 6th grade reading level. (That sounds mighty low, I know, but that'srepparttar 127363 target for most publications aimed atrepparttar 127364 general public.) Keep a small dictionary with you, and when you come across words you're not familiar with, look them up. Don't be embarrassed about not knowing then -- just learn them!

2. Get your "Word ofrepparttar 127365 Day." offers a daily e-mail that gives you interesting and useful words, along with their definitions, pronunciations, and three examples of their usage. Since it's easier to learn in small bits, this is an ideal way to pick up new words you can really use. For example, yesterday's nugget was: "pervicacious pur-vih-KAY-shus, adjective: Refusing to change one's ideas, behavior, etc.; stubborn; obstinate." (I'm sure we know many people who are pervicacious.)

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