sakHave you ever relayed a really funny incident to a third party after the fact, only to get a blank stare instead of a chuckle? In most cases, the awkwardness is covered with the cliché: “oh well, you had to be there!”
The fact of the matter is; that sometimes it is not the material, it’s the skill in the presentation. You have to know when to pause, and when to deliver the punch line.
The same thing is true in sales. You need to hone your skills, know your material, and deliver the message with the appropriate cadence for maximum effect. You also need to intuitively adjust your timing to your audience.
If your prospect is impetuous or impatient, you need to move forward to the bottom line quickly and effectively. However, if the potential customer is expecting the complete dog and pony show, you have to methodically do your “bit” with intermittent bridges and tie-downs.
The key is learning how to gauge reactions, interpret facial expressions and listening carefully to any questions of concerns and addressing them in a timely manner.
And practice makes perfect. If you don’t make the sale, do not hesitate to ask what you could have done better.
Building on your failures will enhance your chances of success in the future.
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Listening and revising our message key in our profession! Listen to both verbal and non verbal cues, since many times people don't say what they mean or have trouble doing that! Excellent advice.
Richard:
As always, sage advice. Delivery certainly is everything and has to be adjusted to the specific audience. And, the blank stare is usually a sign that some adjustment is necessary.
Richard, so true and one of the most difficult techniques to learn. Some are much better than others at it and it's something that needs to be practiced and learned.
Richard.....I'll bet you are a perfect chameleon???? that's the key.
Great advice Richard. The only way we can get better is to learn from and improve upon our mistakes.
Brad Andersohn wrote a post on a similar theme today.
It's definitely worth reading if you've not done so already.
Richard,
Being cognizant of the clients facial and body language will provide "the end of the story". Your advise always is sound and prudent.
Good morning sir,
We do have to be able to read the client and be able to give them what they are looking for and not bore them at the same time. As always good information.
BTW, watch out for that train behind ya.
I sometimes forget to listen and plow ahead with my pitch. I can usually tell when I've lost them. It is an art that must be continually refined.
I learned my Public Speakings Skills through Toastmaster - 20 years ago. I highly recommend it to every salesperson - because Public Speaking is what we do every time we speak to the public - wether it be a crowd of 1 or a stadium bull of 50,000+
A Critical skill - communication.
Merry Christmas,
John
Great advice as always Richard! I take my time with prospective clients. I listen without interrupting. Then I answer their questions, etc. I have gotten that blank stare.......yet, but you have made me think about what to do when that happens so thank you! Have a great day! :)
I often call them "location jokes" because it was all about what was happening at the moment that made it funny.
But always sharpening the axe and working on skills is important. Another "time blocking" item to do for next year's business plan.
And for some it comes naturally.
Richard: Mirroring a client's style helps. That I learned a long time ago. To be in sales you have to be a chameleon.
Great post Richard, being a comedy junkie I love the comparison, I never thought of it in those terms, I will now, thanks
Morning Richard - Like the analogy - but really like the photo! LOL
Debi
Richard...For some it comes real easy and should be givent he title "Walking Eagle." Go to Laura Giannotta's last blog for the explanation!
Richard - Paying attention to your audience is key. Even the greats have "bombed" only to learn and bounce back.
Laura...
Very good comment. That is exactly what we need to do! Thanks so much.
Claudette...
I hate those blank stares. THX
Gabe...
We ALL can benefit from more practice. Thanks for the comment.