Showing tactics

D - Successful Salesmanship: What are the basics?

Strive to Communicate: 

People like to deal with those who they've established some level of comfort.

Concentrate on how you are perceived by the buyer. It’s not always what you say, but how you say something when it comes to successful communication.

Your ability to effectively communicate is demonstrated in a number of things you do, such as:   

Voice Tone		Is it warm and friendly or condescending and sharp? Your tone, pitch and the voice inflection are often more important than the words you use. .
Facial  Expression		Is it natural or forced? A lack of eye contact may indicate a person is introverted or, more importantly, that they have become defensive. Be alert to a change in both your expression and theirs. .
Your Delivery		Pause before responding, then match the buyer’s delivery (be it rapid, or slow and deliberate)? Nervous individuals tend to talk faster. Angry people often talk faster and louder. Use your opportunity to slow down the pace. Interject the buyer’s name in your response, “Well John…,” and you’ll help to create a calming informality and a friendly relationship. .
Body Language		Is it rigid with folded arms or relaxed with an "approachable" image.

These communication traits are extremely simple, yet universal in so many successful people.

Make it a point to really listen to what people are saying. Look for positive and negative non-verbal responses to comments made during your conversations with prospects. Your attention to these communication signals will put you ahead in the salesmanship game.

More SHOWING TACTICS