|
Favorits •
Web Domain Directory •
ODP •
Annuaire FR •
Directorio ES •
Directory EN •
Diretório PT •
IT Katalog •
Czech Katalog •
Polski Katalog •
Maps •
Satellite Photos •
View Card
|
||
|
|
Sales Training |
|
|
| ||
 |
In Sales, Words Just Don't Compute
In studies conducted by Motivational Systems of West Orange, New Jersey, researchers found that 72% of the 12,000 participants reported that, in first time meetings, non-verbal communication carried significantly more weight than a verbal message (words). Only 6% of the respondents paid the slightest attention to what a person said at a first time meeting. This finding parallels Dr. Al Mehrabian's research at UCLA, who reported that only 7% of a person's communications effectiveness comes from words, while 38% is made up of tone of voice and 55% from non-verbal communication like eye contact, gestures, body language, dress, facial hair, etc. Ninety three percent of what is effectively communicated is non-verbal. Think about it. Isn't it true that when you first meet someone new that your impression of them is based on how they look and sound? Even after you've known a person for a long time, you have a tendency to believe someone's body language more than the words that are used-and if the words don't match his or her body language, you may reject what is said altogether. Remember, it is impossible to talk a person into having a great first impression of you or your company, no matter how hard you try. Also remember, how you look and act, rather than what you say is what gives you "an edge" with your customers, clients or prospects. A firm handshake, good posture, self-assured smile, professional manner and the way you dress are what people tune into. Sales representatives who try to talk or persuade a prospect into buying are totally ineffective. It appears that in selling, listening skills and not speaking skills are more important than the words that describe your products. From the studies cited above and your own common sense, you can see that if you truly want to build a trusting relationship with a prospect, client or customer, you need to say as little as possible and get the other person to do most of the talking. When communicating with another person, always keep in mind that your words just don't compute! To acquire a system where people talk themselves into buying, just click on http://www.thesellingedge.com/manual1.htm and then apply the techniques outlined in this unique self-directed learning manual in each of your sales transactions: VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and WalHMart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publications, Inc. Menlo Park, California. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides. Virden teaches for the Center For Professional Development, Texas Tech University at Lubbock, Texas and in the School Of Entrepreneurship, J. Willard And Alice S. Marriott School Of Management at Brigham Young University, Provo, Utah. You can contact Virden at: Virden@TheSellingEdge.com. or learn more about him at: http://TheSellingEdge.com.
MORE RESOURCES: |
|
|
|
RELATED ARTICLES
Be Yourself Here's the thing.. Sales Techniques to Help the Customer to Buy Three times I have revisited Turkey after living in the country for two years in the 1970's. How could I ever forget? Salespeople everywhere can glean some wisdom about the unique sales approach by walking through the Grand Bazaar in Istanbul. How To Master the Art of Super Salesmanship Mastering the "art of selling" is simply knowing how to present whatever it is that you're selling, to the buyer in such a manner that he feels buying it from you will solve his problems or fulfill his dreams. Selling online is really no different than selling in person, face to face with your prospect. Quick Tips On Handling Rejection Looking for a way to handle rejection?Edward W. Smith, motivational speaker, author and TV show host, who specializes in quick tips on how to move your life ahead even faster, offers the following advice. Sales Discipline: Five Steps To Recover From A Lost Sale Ever lost a sale? Of course you have, we all have. The difference between the average salesperson and the great salesperson is how quickly you recover from the lost sale. Are You Doing What It Takes To Win More Sales What does it take to be a WINNER during these challenging times? Do you really know what it takes to win more sales? It takes . . Elearning Is Dead - Long Live Blended Learning! There is little doubt that eLearning has not achieved the success it promised some ten years ago, even though the primary benefits in terms of cost and flexibility remains extremely attractive. Some of the mistakes that have been made are:1. Better Listening Skills = More Sales Today's business environment is intrinsically tied together by ongoing information exchanges between two people. This personal communication is most often facilitated by the spoken word. The Choice between Yes and Yes: A Psychological Revelation Three year old Kara was throwing a tantrum. She didn't want to go to bed, of that she was certain. How To Achieve Excellence In Sales Most people are always striving to better themselves. It's the "American Way". How to Build Rapport in 7 Seconds! I had my first official sales training by a man who believed in being very assertive, almost pushy. At the time this conflicted with my reserved nature, and for the next 6 months didn't even make one sale. 10 Power-Packed Ways To Spark Your Sales 1. Spend money on targeted advertising instead of mass media advertising. Sell Yourself, As Well As Your Product When selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves.A consumer wants to know that the person behind the product believes in what they are saying, and they want to be convinced that the person making the presentation would use this product themselves. How to Spellbind Your Prospects in 10 Seconds! You've got yourself 10 seconds to HOOK your prospects or LOSE them!If you can't make them interested in 10 seconds, there's a good chance you'll lose them forever. So, you'd better shoot it right and "grab" their attention -- fast -- if you don't want them to go to your competitors!And how do you do this?**Just write HARD-TO-RESIST headlines!It works just like dating online. Theres a Referral for Everyone I worked for years as a mortgage loan officer. During this time I worked with two very successful loan officers, however, their styles were polar opposite. Sell Yourself - Sell Anything! Each of us sells every single day. We are all sales people. Instant Rapport: The Key to Sales Success Did you ever meet someone with whom you just clicked? Someone who was so much like you that you practically knew what he was thinking? How comfortable did you feel with that person? Did you trust him? Chances are that you have very high rapport with that person.Rapport means harmony between people. Positioning for Profits! Last Friday, I was spending one last day of freedom with a dear friend who was expecting to have her first baby at any minute. We decided to hang out by the pool. In Sales You Get What You Expect If your mind is set, you will be unable to change your mindset. For example Christopher Columbus. How Do You Use Your Sales Commissions? What do you do when you have a big sales week, month or quarter? What do the other salespeople you work with do with their money? Do you "reward" yourself? Do you "invest" in your future? As salespeople we are notoriously known for the amount of toys we buy with our commissions. Killer stereo systems.
|