MOTIVATION


Meaningful Management Moments Ten ways to make every moment you spend with a salesperson count GERHARD GSCHWANDTNER


In an effort to reduce the cost of sales, more and more sales managers have been forced to increase their span of control to 12 or more salespeople. With more people under their command, manag- ers must make every encounter with a salesper- son more productive, more motivating, and more meaningful.


How can you make every moment you spend with a salesperson count? Here are some helpful hints. 1. Tune in to the person. Focus on what you can see, hear, and feel.


12 | OCTOBER 2019 SELLING POWER © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Observe the body language. Are the salesperson’s eyes downcast? Are her arms crossed? Is his voice thin, harsh, or pleasant? Is the rate of speech fast or slow? Is the pitch higher than nor-


mal? How do you feel as you survey the salesperson? 2. Create a cocoon of concentra-


tion. That will enable you to see and hear everything vividly and clearly. Pay attention to the emotional content of the communication. Do you sense anger, frustration, or annoyance? 3. Assume a professional, confi- dent, and friendly attitude. If your salesperson notices you are preoc- cupied, distracted, or in a world of your own, the encounter is likely to be unproductive for both of you. 4. Empower the salesperson to speak freely and frankly. Simply say, “Tell me all about it.” Then shut up and listen while you assume a caring


ROMAN SAMBORSKYI / SHUTTERSTOCK.COM


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41