Sales Tips

Hi
here's an interesting take on selling ,originally fron an e mail by Art Sobczack
Visit his site www.BusinessByPhone.com to receieve e mails with hints and tips for yourself.




One of the best ways to learn about your prospect or
customer is using a pause at two points in your
questioning: after you've asked the question, and
after the listener has answered.


Not just a brief pause, but a 2-3 second pause. Here
are some of the benefits of this technique.


1. You won't feel compelled to continue talking after
asking the question if you force yourself to pause.
People don't always immediately answer, and pausing
gives them the opportunity to think a bit.


2. The number and length of responses will increase.
People feel more comfortable when you give them time
to frame their answers, which will likely be more
comprehensive.


3. The amount of unsolicited information will increase.
By not jumping in immediately after they've answered,
they're given a little time to contemplate what they've
just said, which may prompt additional comments.


4. You'll have more time to understand what they've
said. Since you know you're going to pause, you can
spend all of your listening time focused on the message,
not on what you will say next.


5. You'll have more time to formulate your next comment.
You can use your pause time to develop your next question
or statement, which will be more meaningful, since you'll
possess more relevant information.


ACTION STEP
Force yourself to pause after your question, and after
they answer. I've seen reps hold the "mute" button on their
phone for a couple of seconds so they restrain themselves.
Practice this on the phone and in all areas of your life.
You'll find you get more information than you ever have.