Avoid Causing Turbulence with Your Customers

Here's a great quick tip from sales trainer Al Uszynski that will help you stay on cruise control while speaking with clients:

Pilots on commercial aircrafts are trained to avoid using the word turbulence when they make their announcements from the cockpit. Instead they say "bumps" because it sounds less threatening and intimidating to passengers.

Salespeople could learn to choose their language carefully in selling situations. Instead of telling the customer how much they'll pay, tell them the amount they'll invest. Don't refer to objections by calling them "objections." Instead, refer to them as ideas. Don't ask them to sign a contract. Instead, have them authorize an agreement.

Al Uszynski is a sales trainer and professional speaker. He delivers speaking programs that deliver smart and insightful sales strategies - designed to help your people and your organization sell more, earn more and profit more. Visit his website at www.uszynski.com for more information.

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"May or May Not"

Here's a great tip from sales trainer and referral expert Bob Burg that you can use when attempting to set a presentation with a new prospect. Try out the phrase "may or may not."

"Ms. Prospect, I have an idea in which you 'may or may not' be interested."

Why is this phrase so effective? Because you have just positioned yourself to your prospect as being both honest and non-pressure (both of which, of course, are true).

"After all, a salesperson can't get much more honest than to tell their prospect that they have something that 'may not' be of interest," says Burg. "And, with that statement, the prospect can't possibly feel any pressure. This is an example of the "out" or "backdoor." The bigger the backdoor you give someone the option to take, the less they feel the need to take it."

Bob Burg is the author of "Endless Referrals," "Winning Without Intimidation," "The Success Formula," and co-author of "The Go-Giver." Learn more at his website, www.burg.com

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Sales Tip: "Aside from you..."

"Every one of us in sales has experienced the horror of discovering that, after making the perfect presentation, handling objections flawlessly and closing the sale magnificently, alas (that's right, "alas") we were talking to the person who was NOT the decision maker," says sales trainer and author Bob Burg.

"In order to ensure to the best of your ability that doesn't ever happen again, make sure the person to whom you are presenting your product or service does in fact have the authority to make the final buying decision," suggests Burg.

"But how do you do that tactfully, gracefully? After all, you can't say, "All right pal, who REALLY is the head honcho here?'"

"Instead, near the beginning of your presentation, simply use the phrase, 'Dave, aside from yourself, who else is involved in the decision-making process?'"

"This way, you've allowed him to feel important and 'save face' while providing you with the decision-maker's name," says Burg. "Now, depending upon your unique situation and circumstances, you can approach the sale correctly."

Bob Burg speaks on "Endless Referrals" and "Positive Persuasion." He is author of "Endless Referrals: Network Your Everyday Contacts into Sales," "Winning Without Intimidation: The Art of Positive Persuasion" and co-author of "The Go-Giver." Visit Bob at www.burg.com

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"Trust Me"

When was the last time you bought something from someone you didn't trust? If you're like most people you only buy from those you trust. Sales trainer and human behavior expert John Boe has some useful advice on how to establish trust so you can make the sale.

Use active listening skills. The quickest way to destroy trust and rapport is to dominate the conversation. Successful salespeople take notes, listen attentively, and avoid the temptation to interrupt, criticize, or argue. To develop and encourage conversation, use open-ended questions to probe the meaning behind your prospect's statements. Occasionally repeat your prospect's words verbatim. By restating their key words or phrases you not only clarify communication, but also build rapport.

Adjust to your prospect's temperament style. Research indicates people are born into one of four primary temperament styles: aggressive, expressive, passive, or analytical. Each of these four styles requires a unique approach and selling strategy. For example, if you are selling to the impatient, aggressive style, they prefer a short warm up and expect a quick, bottom line presentation. While at the other extreme, the cautious, analytical style is slow to warm up and is interested in every detail. Once you learn how to identify each of the four primary styles, you will be able to close more sales in less time by adjusting to your prospect's buying style.

For more tips for building trust, read the entire article here.

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