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Anticipating the Audiences Reaction
Obviously, you can not know all of the things that will set off an individual person. But you can know and base your actions on far more specific information about them than you probably now are using. Even if the reaction of the audience cannot be known, try not to do anything that will directly cause him to react negatively based on what you know to be generally true. Most people are likely to become quite active in their reactions and responses, for psychologically, they are ego-defensive as well as subjective. Either consciously or unconsciously, they will actively try to counteract anything that they find aggravating or threatening. For example, if you seem superior to them in any way, they will attempt to block the imagined or real superiority, perhaps by not liking you or disagreeing with you, as their own internal justification. Something as simple as your looking like someone else they know (who perhaps once did them wrong), a stereotype, or a preconceived idea could greatly affect your attempt to train them. While this may seem to be just simple common sense it is easy for many trainers to lose perspective when speaking to a large group of people. Copyright AE Schwartz & Associates All rights reserved. For additional presentation materials and resources: ReadySetPresent and for a Free listing as a Trainer, Consultant, Speaker, Vendor/Organization: TrainingConsortium CEO, A.E. Schwartz & Associates, Boston, MA., a comprehensive organization which offers over 40 skills based management training programs. Mr. Schwartz conducts over 150 programs annually for clients in industry, research, technology, government, Fortune 100/500 companies, and nonprofit organizations worldwide. He is often found at conferences as a key note presenter and/or facilitator. His style is fast-paced, participatory, practical, and humorous. He has authored over 65 books and products, and taught/lectured at over a dozen colleges and universities throughout the United States.
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Coaching How To Attract Buyers Using The Right Sales Terminology It is always important that you use the right terms when marketing your product to potential buyers. The right terminology may mean increased enquiries for your product and possibly more sales. Sales 101 For many individuals in business the hardest part is selling. For the majority of business owners, the jobs they had before don't prepare them for dealing with selling products. So, this article will deal with some basic tips to help you with sales. 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? How To Go Perpendicular In Your Sales Territory First and foremost are you thinking Strategically? "Do you have what it takes to do what it takes?" Let Your Weaknesses Increase Your Sales Imagine...you inquire about a product. The salesperson does everything right. Says the rights words, emphasis the benefits of the product -- everything right. And you hesitate but you do not know why. You just aren't "sure." And you respond, "I'll think about it." Then you talk with another salesperson that says the same things, uses the same languaging, and does everything else right, until towards the end. Then they get honest with you and tell you the weaknesses of the product. Then you buy. Successful Sales People Know Which Differentiators Matter Know where to focus. Not everyone evaluates product solutions with the same decision criteria. Start Your Sales Engine! Does your business run on a sales engine or a sales effort? A sales effort is something that has to be done every time you want to make a sale. But, a sales engine is something that, once put into place, can bring you sale after sale without added effort. Here are a couple of examples ? Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales Suggestive selling is a powerful tool that can increase your revenues-and your bottom line-significantly. We are all used to the order taker at a fast food place asking if we want fries with our burgers, or if we would like to "Jumbo-Size" our orders, but suggestive selling can work in any business. Its All in the Questions Contrary to many of the books on how to be an effective salesperson, selling in today's market place is just the same as yesterday's. Goods and services are still being bought and sold. Success is still measured by how many sales you close and the profitability within each sale. The 6 Secrets To Sales Success There is no magic pill, trick, teqnique, system or secret to success. However there are many beliefs and habits that will bring you the desired results that you wish to have. It is your choice to develop the appropriate beliefs and habits that produce the results that you wish to have. If you honestly are not happy with the results that you are having then you must change the actions, which are producing those results. The following are 6 of the habits, which I have found will rapidly accelerate your sales and income to heights, which only you will limit. Customers - Always be Focused on Them I was looking at some promotional literature and web sites the other day and it was interesting to note the number of times the words - "We" and "Our" was used in this material. 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. When you lose a sale that you thought you should have won, it is often tempting to take it personally and to become negative. If you give in and allow the lost sale to affect your attitude, then you will be allowing the lost sale to affect your future sales presentations and therefore affect your future sales. How to Maximize Sales by Minimizing Windshield Time During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the time I wasted driving to and from appointments just drove me crazy (no pun intended). 4 Easy Ways to Boost Your Sales Here are 4 easy ways you can boost your sales for little or no new expense ...and without making major changes in your selling process. 5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results Here's a surefire method to guarantee you achieve the best results from your sales letters. Rather than make a sales pitch that your prospects will very likely ignore, instead present your products or services as the answer to their problems. Why Salespeople Dont Take Risks Proponents of traditional sales training simply teach the material, sometimes in a very entertaining format, but they place the responsibility for using the material on the salesperson. Quiz: What Kind of Sales Shoe Are You? Have you ever wondered what type of saleswoman you are? It doesn't matter if you run your own company or sell for someone else it is extremely important to know what your style is. What does The Sales Diva mean here? Well let me throw my high heel on my desk here and I will explain. Simple Technique for Isolating Objections To isolate any objection quickly you can use this effective and powerful sentence - "Aside from "that" is there anything else?"Here's how it works: You're a water softener salesperson, I'm your prospect. In the qualifying steps of the sales process you have identified a few concerns that I've shared with you:1. Cost 2. Financing 3. Company CredibilityLet's review and address these individuallyYou say: "Teri, you mentioned three areas of concern - cost, financing, and company credibility. Aside from these 3 concerns, is there anything else?"My response: "No."Your response: "Of these three, which is most important to you?"My Response: "Financing."Your response: "When you say financing, could you be more specific?"My response: "I have recently emerged from bankruptcy and am concerned about being approved."Your response: "Aside from bankruptcy, are there any other financial issues?"My response: "No."Your response: "OK, if financing is your primary concern and we can work that out, would you move forward on completing the application process today?"My response: "No."Your response: "Is there a specific reason?"My response: "Yes, I'm concerned about the total cost of the unit."Your response: "When you say the total cost are you referring to the total cost of the unit and interest - or are you referring to the monthly investments?"My response: "The monthly investments."Your response: "Let's talk about what would be comfortable for you on a monthly basis so that I'm in a better position to help you move forward and not only receive the water softener but begin the process of repairing your credit as well."My response: "OK."Your response: "The monthly payment will be determined by three things: The down payment, if any, the term of the financing, and the interest rate. Will you be putting any money down?My response: "No."Your response: "What dollar amount between $100 and $200 per month would you be comfortable with?"My response: "$125.00 would be comfortable."Your response: "OK, if we're in a position to finance you with no money down and payments of $125.00 per month, would you move forward with completing the application while we're together today." My response: "Yes."You're probably wondering what happened to the company credibility issue. It really wasn't a concern at all, as identified when continuing to isolate the real objection - MONEY. Recap: The purpose of this simple, yet powerful sentence ("Aside from "that" is there anything else?"), is to eliminate all objections prior to the "close." Closing The Sale So -- you've just gotten off of the phone with a potential client. You've explained what you do and how you can help them -- and they still did not end up hiring you. Where did you go wrong? You are EXPERIENCED, you are professional -- and yet you seem to have a hard time turning those leads into paying clients. Perhaps you are approaching the situation from the wrong perspective. Maybe you are focusing too much on the sale and not enough on the potential for a RELATIONSHIP with this person. Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway? Losing a sale can be disheartening, especially if you lose it for reasons you aren't even aware of.
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