Lose Voice, Gain Sales
Do you ever watch TV with the sound off? It's a completely different experience and one that, as a salesperson, I hope you undertake.
Here's why …
During the commercials, advertisers try to slip a lot of ancillary information past viewers. I'm not talking just about the common "your mileage may vary" or "some settling may have occurred during shipping" disclaimers. There are some printed statements at the bottom of the screen which can run completely contrary to the words leaving the spokesman's mouth above. With the sound on, we miss a great deal of vital information. But eliminate the distraction and noise that comes with the audio, and you are left with the stuff others have missed.
Imagine making a sales call completely devoid of your speaking voice. A bad sinus infection gave you a wicked sore throat and that, in turn, burned your vocal cords to the point where your body decided it was in its best interest to mute your speech for a few days. Your ability to communicate changes dramatically, as does your power of observation. In the sale situation, this might mean you pick up on the nuances that come from the visual. For example, your counterpart is speaking to a client and instead of focusing on what you're going to say next, you turn your attention to the way in which the client subtly frowns and purses his lips at the mention of an upcoming reorder. You see this as a signal there might be an unknown problem that needs a follow-up. Or perhaps you hear the client refer to a new initiative coming in the next few months. Comparing notes with your associate later, this news went unnoticed. And how about that purchase requisition document on the client’s desk? That's something you probably would've missed had you been in full voice.
In every problem there is an opportunity. It shouldn't take a sinus infection to turn you into someone who picks up heretofore hidden clues. Hit the mute button, open your ears and your eyes. Your mileage will still vary, settling always occurs during shipping, and opportunities abound!
If you want to sell more in less time, go to BillFarquharson.com and click on the “Training” link in the header. If you need sales and want ideas for gaining more appointments, buy my book, The 25 Best Print Sales Tips Ever! on Amazon.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.