http://www.howtostartownbusiness.co.uk/turn-your-words-into-profit/ Turn Your Words into Profit
Today's presentation is about “How to Turn Your Words into Profit”.
Yes, I'm totally serious. The words you use can either make or break a transaction or a sale, therefore the bottom line is your profit. If we continue to use the word patterns that we’d always use, that do not work, we are continually going to lose business and we don't even know it. Has anybody ever explained that before today to you? That’s what we’re going to be discussing.
Turn your words into profit
Now, the revelations are going to be in three parts broken into: 1) Talk Less, 2) Listen More and 3) Ask Questions.
Part 1: Talk Less
We all have to be a salesperson. When you got married or if you got married, if you ever courted somebody, you were a sales person. You were endearing onto the other person the benefits of sharing your life with them or whatever the analogy may be. But quite often they want to be impressed by who you are more than what you say.
So typically, if we think of ourselves as a sales person, we want to start talking and tell everybody. Tell everybody about how trustworthy we are, how honest we are, and how reliable the product is.
Now, when I say to you, “Who would you believe more: another person who talks about what it is they say or do, everything about them that you don't know; or do you more likely to believe what comes out of your mouth?
Now, think of that from the point of view of the salesperson. If the potential customer believes more on what they say than what you say, guess who should do the talking and therefore guess who should talk less. The answer should be obvious on what was just said.
Part 2: Listen More
If we can learn to Listen More and Talk Less, who's doing the talking now? Not you. You are there listening to what the problems are of the person that has come to you. Believe it or not, they may think that you have the service they need, or they may think that you have the product. But when they realise what it is, it may not be a fit or it may not be a match. And if you start talking about what it is, you may have switched them off straight away. The key is to find out what they're trying to achieve or what they're trying to do.
Therefore, it needs you to be an active listener. Somebody that is going to be able to say what it is. If you were able to take that information in, even if it's on a subsequent visit or a subsequent meeting, you can recall the conversation you had last time because you’ve taken mental notes and probably notes after the meeting. You’re developing a relationship with the person. They’re not just there as a sale whereas you don't care, because they will pick up on that. If you start acting and talking like a salesperson, it will switch them off very quickly. Listen More is a vital key.
Part 3: Ask Questions
There’s one missing link out of this.
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