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Write You - Selling Tip: Use Social Dynamics to Control Sales Appointments
Burnout in employees and managers continues to be a major and costly issue affecting businesses today. Major inroads have been made in maintaining employee health through the use of Employee Assistance Programs (EAP) and improved employee counseling but days of work lost to depression and a host of other psychological problems continues to cost American employers millions per year.When employees lose motivation and interest in their work depression, fatigue, and physical complaints add up to increased absenteeism, tardiness, and lack of productivity. Burnout is typified by a lack of interest in work duties brought about by frustration, boredom, or a sense of being overwhelmed by e
2. If you cannot hear a prospect, never lean in directly when they repeat themselves. Instead, turn sideways, so that your ear is facing the prospect, but your face is turned away. This allows you to hear the prospect better but without taking a weak stance.
3. Your voice. The single most impor
Name recognition brings back memories. People will remember an individual’s name before they remember the name of their business. This simple fact can gain your business recognition, and give your business the Brand Identity necessary to move into profitability.So, what’s your name? Is it brandable? Do you have a signature that captures the eye? Is there balance, fortitude, and self gratification in your signature? The list goes on… How many people do you know who recognize your name? What does it mean? Can you identify a thousand people who recognize your name?By the time most of us reach thirty, there are at least a thousand people in our circle of acquaintances. Of that o
Social dynamics is the science of using nonverbal sub-communication to influence others. What does this include? The primary elements of our nonverbal sub-communication are body language, vocal tone, inflection and volume, eye contact, movement and carriage of the body, and other subtle but important elements.
The consequences of not using proper social dynamics in your sales interactions are severe, and most of us don’t even know we’re doing anything wrong because we haven’t been taught. The situation is much like cold calling – salespeople who cold call only do so because they don’t know any alternatives. However, by not paying attention to our social dynamics, we unknowingly give our power away to prospects, let them have control of sales appointments, create an impression that we are not successful, give prospects the “gut feeling” that they should not buy from us … all unknowingly.
So, that said, what can we do to make sure we don’t short-circuit all of our efforts by using improper social dynamics? Following is a brief and very basic – but highly effective – checklist of things you need to watch out for while selling:
1. Body language. (This isn’t easy to explain without pictures so bear with me!) Be careful not to lean in to prospects when talking with them. Leaning in sub-communicates weakness and submission. Lean back when you are in front of prospects. This sub-communicates that you are the leader, are in control, and will cause prospects to be more willing to follow your lead and buy. In addition, you should never face a prospect more than they are facing you. In other words, if a prospect is not facing you straight-on while sitting or standing, you should be turned away just a degree more than the prospect is turned away from you. It is okay to face a prospect straight-on only after they have fully turned to face you directly. If you face them directly before they do so to you, you are sub-communicating neediness and submission. However, by allowing the prospect to do so first, they are automatically placed in the submissive role and will be much easier to close.
2. If you cannot hear a prospect, never lean in directly when they repeat themselves. Instead, turn sideways, so that your ear is facing the prospect, but your face is turned away. This allows you to hear the prospect better but without taking a weak stance.
3. Your voice. The single most import
Okay, don't laugh. It's a job and it can be a darn good paying one if you have a good route. Being a newspaper delivery boy isn't what it used to be many years ago. Today, newspapers are much more efficiently run and the delivery services themselves have been upgraded drastically. Today's paper boy doesn't work anywhere near as hard as the paper boy of the 1970s. So if you're thinking this is something that you don't want to do, you might think differently after reading this review of exactly what a paperboy does and gets paid.Paper boys of the 21st century have it made. Of course this isn't a job that a 10 year old is going to be able to do anymore, at least not if he wants t
The consequences of not using proper social dynamics in your sales interactions are severe, and most of us don’t even know we’re doing anything wrong because we haven’t been taught. The situation is much like cold calling – salespeople who cold call only do so because they don’t know any alternatives. However, by not paying attention to our social dynamics, we unknowingly give our power away to prospects, let them have control of sales appointments, create an impression that we are not successful, give prospects the “gut feeling” that they should not buy from us … all unknowingly.
So, that said, what can we do to make sure we don’t short-circuit all of our efforts by using improper social dynamics? Following is a brief and very basic – but highly effective – checklist of things you need to watch out for while selling:
1. Body language. (This isn’t easy to explain without pictures so bear with me!) Be careful not to lean in to prospects when talking with them. Leaning in sub-communicates weakness and submission. Lean back when you are in front of prospects. This sub-communicates that you are the leader, are in control, and will cause prospects to be more willing to follow your lead and buy. In addition, you should never face a prospect more than they are facing you. In other words, if a prospect is not facing you straight-on while sitting or standing, you should be turned away just a degree more than the prospect is turned away from you. It is okay to face a prospect straight-on only after they have fully turned to face you directly. If you face them directly before they do so to you, you are sub-communicating neediness and submission. However, by allowing the prospect to do so first, they are automatically placed in the submissive role and will be much easier to close.
2. If you cannot hear a prospect, never lean in directly when they repeat themselves. Instead, turn sideways, so that your ear is facing the prospect, but your face is turned away. This allows you to hear the prospect better but without taking a weak stance.
3. Your voice. The single most impor
Some of us may have used glue guns purchased at local art supply stores for art projects around the holidays. The same idea is behind the high tech glue guns that are used on automated assembly equipment that operates at production speeds. These precision special machines glue together all of the boxes we see in our local supermarket, and across the spectrum of consumer products. Hot melt technology is even used in the diapers we put on our children.Every day glue guns deposit millions of little drops of glue on millions of boxes and other specialized products throughout the world. They hold together all of the "stuff" we buy that comes in cardboard and other type of boxes, even
So, that said, what can we do to make sure we don’t short-circuit all of our efforts by using improper social dynamics? Following is a brief and very basic – but highly effective – checklist of things you need to watch out for while selling:
1. Body language. (This isn’t easy to explain without pictures so bear with me!) Be careful not to lean in to prospects when talking with them. Leaning in sub-communicates weakness and submission. Lean back when you are in front of prospects. This sub-communicates that you are the leader, are in control, and will cause prospects to be more willing to follow your lead and buy. In addition, you should never face a prospect more than they are facing you. In other words, if a prospect is not facing you straight-on while sitting or standing, you should be turned away just a degree more than the prospect is turned away from you. It is okay to face a prospect straight-on only after they have fully turned to face you directly. If you face them directly before they do so to you, you are sub-communicating neediness and submission. However, by allowing the prospect to do so first, they are automatically placed in the submissive role and will be much easier to close.
2. If you cannot hear a prospect, never lean in directly when they repeat themselves. Instead, turn sideways, so that your ear is facing the prospect, but your face is turned away. This allows you to hear the prospect better but without taking a weak stance.
3. Your voice. The single most impor
Business cards are valuable tools that you can have in advertising and promoting your business products and services. It can help you effectively to market you products and services.As an essential tool in representing your business the business cards must possess significant information that will notify your clients’ about the good services you can provide. Informing the people around you about the updates will significantly work to market your business.Primarily the following are the effective ways of marketing your business with business cards.1. Producing an effective business cardWhen we talk about effective we must see to it that the cards we produce shoul
2. If you cannot hear a prospect, never lean in directly when they repeat themselves. Instead, turn sideways, so that your ear is facing the prospect, but your face is turned away. This allows you to hear the prospect better but without taking a weak stance.
3. Your voice. The single most impor
Any job seeker looking for sample resumes usually doesn’t have to look very far.A multitude of sites today are offering free sample resumes on the internet in addition to the avalanche of books that are released each year touting resume examples. With this kind of information overload it can be quite easy for the unsuspecting job seeker to become mired down in sample resumes, moving from one to the next in their pursuit of the ‘ultimate’ professional resume example that will land them the job of their dreams.Every book and website has a different twist, a different acclamation to insure you their samples resumes are the absolute best. The truth is that sample resumes,
2. If you cannot hear a prospect, never lean in directly when they repeat themselves. Instead, turn sideways, so that your ear is facing the prospect, but your face is turned away. This allows you to hear the prospect better but without taking a weak stance.
3. Your voice. The single most important thing you can do to be a more effective salesperson is to have a powerful, commanding voice. Like a firm handshake, an impressive vocal presence sub-communicates power and leadership and will cause prospects to be much more willing to buy from you. Practice speaking louder in your everyday communications. You don’t want to yell or strain; instead, focus on speaking from your core, your abdomen, which will result in the commanding voice you need to have to be effective.
Imagine a general who speaks powerfully, but without yelling or straining. This is what you should strive for. I achieved this by simply talking that way all the time. An added benefit is that you will automatically become an excellent public speaker by having this talent, which you can then leverage into more sales by volunteering to speak at networking events, chamber of commerce meetings, and other “target-rich” environments. It will also be a necessary skill should you wish to go into sales training or public speaking later in your career, a choice that is available to all successful salespeople.
4. Your presence. This is closely related to body language, but has more to do with posture than with positioning yourself in front of prospects. For example, weak people are afraid of infringing on others’ personal space, so they keep a small presence. Avoid this by standing with your feet at least a foot apart, leaning back slightly, and having your shoulders back and chin up. This is a powerful stance that sub-communicates leadership and confidence. The same rules hold true while sitting – keep your feet flat on the floor (no crossed legs), with your arms spread wide rather than holding them close together. Unless you are sitting with your arms on the desk, lean back in your chair while speaking. Again, you’re demonstrating command of the situation by doing so.
What about pacing the movements of your prospect? Don’t do it. This is one of those “old, right answers” from the old school of selling that is now wrong. Most prospects can pick up on this because it’s been done to them so many times before, and, what’s worse, why would you want to pace your prospects’ manneri
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