No More Chit Chat
by: KenrickCleveland |
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Have you ever noticed how much Americans like to talk? They love to talk, they love to be talked to with their televisions and radios and computers constantly talking, talking, talking. They seem to delegate silence or stillness with those few get back to nature days (and even then, I noticed a kid with a GameBoy the last time I was in the park). There seems to be a fear of silence especially when we're conversing. The spaces in between words feel awkward to us. Someone HAS to be talking or we're simply not communicating effectively (or so it seems). And the worst is in sales, when we've got the product or service sold, and somehow we can't keep our mouths shut and therefore ruin our chances in some cases.
Filling in the spaces is the inane chatter. We are surely familiar with the cliche sales persona, someone who look at the photographs on the wall or desk of their prospect, asking how the wife and kids or husband and kids are, how the golf game is -- also known as, chit chat. Even more detrimental to sales, is the chit chat that happens after the sale is in the bag, but not signed off on. This is the stuff that breaks the deal because maybe we're excited about having made the sale and we begin to blather on and on. .
Personally one of the biggest breakthroughs that happened for me in my career in sales is when I realized that I didn't have to spend a tremendous amount of time in chit chat. I can tell you I can't even count, as I was growing up and starting out in sales, the number of times when chit chat derailed my objective. It was a constant. I would say something wrong or I would go on too long about a particular topic and next thing you know, I was derailed.
If a prospect or client was looking for a way out, I would give it to them eventually if I chattered on too long. I kept wondering why they didn't want to be more like my friend, why they didn't want to talk about more personal, day-to-day stuff. I can tell you the reason this is the case is because they weren't getting the answer to a burning question within them.
Granted, I've been blessed with the gift of gab. The shift in my thinking came when I realized I had to fashion what I was saying to focus intently on the prospect and their needs and not my own agenda.
So what is the burning question? The question is, "What can you do for me, Kenrick?" Our prospects are ultimately wanting to know, "What's in this for me? What is it that you're going to do to help me?" The only way to find the answers to these questions is to elicit their criteria and once you've elicited their criteria, then we have to get to the meaning.
Criteria and its meaning have got to be the foremost thing in your mind when making a sale, no ifs, ands or buts. Remember this, and you won't be derailed.
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About the Author
Kenrick Cleveland teaches strategies to earn the business of wealthy clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies.
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