the point: “Let’s get back to cost effectiveness. Can we make sure that I understand your point?”


7. To get the prospect to expand on something already said: “I like your second point. Would you expand on that please?”


8. To bridge differences of opinion: “Could the real problems be the machinery you are now using?”


Finally, don’t give your presen- tation until the prospect is really ready to hear it. You may give it on the spot, using the answers you’ve received to decide which areas to highlight and which to leave out – or you may set up a future date for presenting the exact information you now know he or she will be inter- ested in getting. Either way, you’ve improved your chances for success


‘‘


THE AMAZING STORY OF SALESHOOD


by tailoring your presentation to the prospect’s needs. Your interest in the prospect is sure to make a favorable


impression and get you the sale.  BOOST YOUR SALES • CLICK HERE!


There is always a well-known solution to every human problem – neat, plausible, and wrong. H. L. MENCKEN


SELLING TIP Clarifying Mixed Signals


When buyers’ words and nonverbal signals don’t match, how can a salesperson tell how they really feel? “Salespeople may misread nonverbal signals,” says sales trainer Jack Cullen, “so ask good questions to flush out possible hidden objections.” Here are his tips. Try a trial close. “Focus on what your buyers are saying, and ask follow-up questions to reveal their feelings. Test the water by requesting some commitment on their part: ‘I’m glad you said that. When would you like to start?’ or ‘When would you like to sign off on the paperwork?’” Ask, “What if...” “Hypothetical questions can be very powerful in revealing hidden meanings or hidden agendas. Ask such hypothetical questions as, ‘If we do move forward today, when would you like to see the installation com- pleted?’”


Get the details. “If, during a presentation, prospects make positive comments about a product feature while sending negative nonverbal signals, find out how they really feel by asking what, in particular, they like about that feature. Ask, for example, ‘What specific benefits would you gain from that?’” Assume full responsibility. “Instead of insinuating that buyers are being deceptive, salespeople should take the blame for mismatched nonverbal signals. Tactfully – not accusingly – say something such as, ‘Thank you for your comments. I’d be happy to go over the agreement with you now, but I sense that there may still be something I haven’t addressed to your satisfaction.’”


– SELLING POWER EDITORS SELLING POWER FEBRUARY 2018 | 7 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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