One characteristic that separates amateur salespeople from professionals is that the pros talk less and listen more. Enlightened influencers recognize that the most important thing we have to sell is trust. An essential step in earning that trust is to prove that you understand the potential customer's needs. Tip: a simple phrase to allow you to do all this is, "It sounds like..." Saying these three words forces you to paraphrase your understanding of customer needs before you talk about whatever it is that you have to sell. Big impact for three little words.
Today's Chuckle:
Help wanted: Psychic. You know where to apply.
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Jeff Mowatt, B.Comm., CSP is a professional speaker and best-selling author who works with organizations who want to strengthen customer loyalty, increase spending per customer, and recharge customer service teamwork. To inquire about engaging Jeff for your team, email us at info@jeffmowatt.com or call toll free 1-800-JMowatt (566-9288). Web: www.JeffMowatt.com
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