Sales Tip of the Day

April 9, 2007

Hi everybody,

I hope everyone had a nice Easter.

As usual I was given the opportunity to watch an up and coming young salesperson when I noticed she was leaving out something very important in a sales presentation of any kind. When you are giving your presentation and someone makes a positive comment it is imperative that you repeat what the prospect says in a different way so that he can hear it himself!

For an example…Lets say that you were showing this prospect a television and you showed them a unique feature involving the graphics and the prospect comments by saying something like, wow, those are great graphics! It is very naive for you to just keep continuing with the rest of you presentation. What you are really doing by ignoring his comment is first, you are talking AT the prospect and not WITH him.

Secondly, you are missing a golden opportunity to reinforce a positive in your presentation. Back to the example. If the prospect had said wow, those are great graphics!, I would have reinforced his statement by adding something like, “I know what you mean John, everybody comments on these graphics, they really love them! It doesn’t have to be exactly like that but the positive statement has to be reinforced! A negative comment is something that I get off of as soon as possible, and try and find quickly the next positive thing to mention.

By the way don’t forget to be nodding your head when you are reinforcing the prospects statement.

“The Specialist”


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