Club 100 Free Networking
August 6th
8:00 AM
PWCGM Chamber
Gainesville Office

Club 100 Free Networking
August 20th
8:00 AM
PWCGM Chamber
Gainesville Office

This newsletter has some repeat items from past editions because old bad selling habits don’t die easily. So here we go with some spaced repetition! I use spaced repetition frequently with my coaching clients until they are rid of bad habits.

When you contact a prospect in person, on the phone, or in your networking activity, you have only five to ten seconds before the prospect tunes you out!

A prospect will tune out unless you quickly talk about a subject of interest, a problem they have, or some information they crave - something that can help their lifestyle or their business. This applies whether you are selling real estate, accounting services, insurance, landscaping, autos, banking or furniture polish! Yes, it applies to every product or service in the world.

Here’s a partial list of conversation starters that tune out prospects fast (within 5 to 10 seconds):

1. Blathering. Talking about your product or service and how all this will benefit them. Powerhouse Producers do not blather.
2. Talking about yourself, your accomplishments and the companies you have worked for.
3. Jumping into pricing at the offset.
4. Presenting or telling about the myriad of testimonials you have.
5. Making small talk about their office etc. (except in some few cases we outline in our coaching sessions).
6. Introducing yourself and then asking, “ How are you doing today?”

The moment the prospect senses you are “peddling” (unfortunately, that’s what many sales people do) they tune you out and look for ways to end the conversation. Putting it bluntly, they don’t care about you or your company. Is this because they distrust blathering and people who peddle? Yes, you got it! You see, most business people love talking about themselves and their product/service. They have not built any relationship which is gained by trust (trust is not something you announce, ordain or convey). Trust takes time and has many elements.

Over the past thirty-plus years I learned that most sales people will talk about anything they think will close a sale. Smart sales people probe and ask adroit questions and then “sit back” and do a lot of listening. What troubles the prospect, what business blocks do they have, and what are their problems are some probes. We can’t cover all the nuances and vagaries covering a sale in such a short newsletter but suffice it to learn some of the sales killers listed below:

1. Long elevator speeches and blathering.
2. Not conveying value.
3. Not solving prospects’ problems.
4. Ego.
5. Small talk (some exceptions).
6. Pricing in most cases.
7. Not understanding pace of conversation.
8. Not blending with prospects’ style.

If you want to discuss the items in this newsletter or other selling problems, call us toll free at (800) 732-8076 or email us at dbs703@aol.com. The advice is free and there is no obligation on your part.
 

All the best,
 

Joseph D’Andrea CPBA, CRC
D’Andrea Business Solutions Inc.