Simple Gesture – Awesome Power!
Body language is a major element of communications in all species. When it comes to human beings, research has shown body language to be even more powerful than verbal communication, as it’s an indicator of a person’s true feelings and motives. As professional communicators (salespeople), it is mission critical that we have a good understanding of other peoples’ body language and what we are conveying with our own.
There are hundreds of books on this subject and we obviously cannot tackle this huge body of work in depth here, but there is one simple gesture that generates astonishing, subliminal power both on the giving and the receiving end . . . the SMILE. Sound a little light? Check this out. Read more
One More Call
Selling is and always will be a numbers game to the extent that, the more people we communicate with, the more people are likely to transact with us. In that light, here is a simple tip from a very successful salesperson I know, that you may want to consider in your own selling strategy. Read more
How Bad Do You Want It?
Many of the contemporary and historical figures I admire most, share a common characteristic that translates perfectly to sales. They never, ever, EVER give up going after a goal they think is worth achieving. People who come to mind are Pat Riley, Winston Churchill, Michael Jordan, Rick Pitino and others who, once they decided what they wanted, went after it with a focus and tenacity that just would not be denied. Read more
Are You a Good Listener? Are You Sure? I Hope So…Your Achievement Depends On It.
Most of us, who sell for a living, have pretty healthy egos so when I ask a question like, “Are you a good listener?” You probably answered “yes!” Here is the problem.
In a survey taken of salespeople in the financial services arena, in a one hour meeting, the salespeople talked for 48 minutes and listened for 12 minutes. Whoops . . . 48 to 12 . . . that pretty much violates every communication rule in the book . . . 48 to 12 is not communication, it is domination . . . exactly the kind of behavior that often gives sales, and salespeople, a bad name. Read more