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Ace Vox Dealer - Job Spec
Good Habits
Are You Turning Off Prospects With This Bad Habit?
Stephane sent me a question that relates to talking to a prospect on the phone: "When I'm listening to my prospect, I take notes but that usually creates a situation where I'm a little off when he stops talking. Of course what I wrote down serves me well later but at that moment I don't have this cleverness you talk about in Communication Quality #1. Any suggestion?"
For those of you unfamiliar with Professional Inviter, Communication Quality #1 is "Be interested in your prospect".
I'll bet you've experienced that the first and foremost quality that is obvious when you're in contact with a good communicator is that they are genuinely interested in you. It isn't that they are slick or that they shellack you with fake attention; they are really interested in you. You see it in them, or hear it when on the phone. They really listen to what you say and they let you know they heard it.
When you're interested in your prospect, he or she will know it and communicate more openly with you. The Inviting Formula will go smoothly and the result will be that you will have more people joining your organization and buying your products.
So, it's important that you not be multi-tasking when you're on the phone with a prospect. Meaning, don't be clearing email, watching TV or surfing the Internet when you're talking to someone. And, the reason why is because when your prospect has completed what they are saying, your reply will be slightly or grossly off and your prospect will sense this. This is a good way to make someone feel unimportant and they will then be less open with you.
Just in case Stephane is asking me - "Am I allowed to multi-task if what I'm doing while multi-tasking has to do with the prospect?" The short answer is "No".
The trick, and it's not really a trick, it's a skill, is to have a pen and paper there (do not use a key board) and only jot down a couple of words. I don't profess to be the greatest at this. If you listen to my recorded call on Professional Inviter with the woman name Madison who answered my ad, you can hear exactly how I take notes.
She was running through her needs/wants and I was listening. Then when she stopped I was a little late in responding (because I was still jotting her needs/wants down) and I said to her, "And that was..." then I read back the items I had written down. The only reason I was writing them down was because she had a rather long list. Normally I just write a word or two and never "mentally disconnect" from the actual conversation. Then after the call I'll make notes under the prospect's contact information on my computer.
On occasion (as was the case with Madison) I actually let the prospect know what I'm doing. If you are indeed caught (by your delayed response) writing something down when they conclude their sentence, then just say something like, "Sorry, I was just jotting down what you want to achieve. This helps me to help you achieve it. Let me make sure my note is accurate." Then list the item(s) for them.
This will ensure that your prospect knows that you are indeed interested in them and that your momentary lack of response is because you are just making sure that you fully understand their needs and wants.
I hope this helps Stephane,
Tim Sales
Advice on Presentations
What Is Presenting? You Might Be Surprised.
The definition of present is to bring before the public. The word present comes to us from Latin, which means to show.
That's the dictionary definition, but what is presenting? Presenting at its very core is taking a concept or idea that is in your head and conveying it to another person or persons so that they adopt the same or similar view on that concept or idea.
Let me give you an example or two. I would like you to picture a tennis ball. It's bright green in colour and fuzzy. It bounces if you throw it on the ground or against the wall. Do you get a picture of this tennis ball? Good - that's presentation. If I put a thought into your head and cause you to think about it, that's presentation. If I took a picture of a tennis ball and showed it to you - that's presentation. So now when you're walking through an airport or driving down the highway and see pictures of things, you know that all of these pictures are presentations. If I handed you a tennis ball and said, "Here hold this", that's also presentation. When I go to the grocery store on a Saturday morning, there are people who will give me a cracker with some kind of spread on it and ask me to taste it. That is presentation.
Now, presentation is not limited to physical things. I could present to you my views on the subject of integrity - that's not a physical object. It's just a thought in my head that I convey to yours.
A presenter's aim or intention is to get the person they're presenting to, to agree and adopt the same view or a similar view. This is true whether you're presenting to your employer, your mother, your spouse or your dog! This is also true throughout any medium. Meaning, whether you're presenting by speech or by written words it's still the same concept, you desire another or others to adopt your same view.
So don't think for a second that the media is "reporting" the news. They're "presenting" the news - in the way they want people to view it.
So presentation means "to show." It is conveying an item in your head to another. But that's the definition... I know what you want to know...how do you get the prospect to accept your "item?" I will explain just that on next week's conference call. Do join me.
Honored to serve,
Tim Sales Source http://www.brilliantexchange.com/
