EVENTS CALENDAR
ASSOCIATE COUNCIL LUNCHEON Thursday, October 6 11:30 a.m. at GHBA
Topic: TBA
Cost: $10/person $15 at the door Sponsorships available!
ASSOCIATE COUNCIL BOARD OF DIRECTORS President: Keith Rodgers, J Williams Staffing Texas LLC
Vice President: Tony Boilek, Sherwin- Williams Paint Co.
Secretary: Denny Patterson, Airtron Houston
ASSOCIATE COUNCIL LUNCHEON Thursday, November 3 11:30 a.m. at GHBA
Topic: TBA
Cost: $10/person $15 at the door Sponsorships available!
NO ASSOCIATE COUNCIL LUNCHEON IN DECEMBER
INFO/SPONSORSHIPS: Peggy Means 281.970.8970 x161
pmeans@ghba.org
Treasurer: TBA
Past President: Jim Wyatt, MasterBrand Cabinets
ASSOCIATE COUNCIL NEWS BBQ Lovers, Listen Up!
for November 11 at the grounds of our title sponsor, BMC Building Materials. This must-attend event will be the biggest BBQ Cook-Off the GHBA has ever put together. There will be live music and all- you-can-eat grub.
T If you love barbeque
and networking Texas style then do not hesitate to stake your claim; booth spaces are first come, first serve and they will sell out! So get your team together and purchase your tickets now!
Pay Attention to How You Listen
2011 Associate Council President Keith Rodgers, CGA, CSP, CGP, J Williams Staffing Texas LLC
Here is also a quick reminder to think for a moment about how you listen and respond to potential customers—and how potential customers listen and respond to you. Listening is one of the most important factors in the sales process, as well as one of the most commonly overlooked. Listening is not only hearing what is being said, but also includes your response to the message. The way you move and react as you listen to a potential customer reveals your true intentions. In short, your actions speak louder than words.
ANNUAL SPONSOR
According to a UCLA study, 93 percent of communication is expressed through nonverbal cues. Of all the nonverbal cues you can exude in sales, appearance, body movement and facial expressions send the strongest messages about your level of interest in a potential customer. Critically, body movement and facial expressions reveal acceptance, caution
he 10th Annual Associate Council BBQ and Wild Game Cook-Off is scheduled
or disagreement between salesperson and potential customer.
Successful salespeople recognize that selling is a process. An accepting salesperson takes a genuine interest in the potential customer and is open, patient and sympathetic to his/her needs and concerns. If you want potential customers to be accepting of your message, keep your intentions focused on them and pay attention to how they are responding. Are their facial expressions warm and engaging? Do they maintain strong eye contact? If so, you are on the right track. If not, don’t be afraid to change your approach. Small adjustments like facing toward the customer, smiling or softening use of hand gestures may be all that’s needed to get you back on the path of acceptance.
The cautious or disagreeing sales person is more focused on himself and less sensitive to what others need. This salesperson’s lack of sympathy comes off as disinterest, and maybe even judgment. You will know a potential customer has questions or disagrees with you if they move around a lot and constantly look away. They may have a puzzled or blank look on their face or fidget with their clothes or hair. To avoid this type of response, make sure you leave your personal opinions out of the sales process.
What does your intention show? Whether good or bad, your intentions will be revealed by how well you listen and respond—verbally and nonverbally.
42 OCTOBER 2011 | HOUSTON BUILDER | GREATER HOUSTON BUILDERS ASSOCIATION – BUILDING A BETTER FUTURE
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