Being Indirect with Clients
Exercise 3 (30 MINUTES)
Still locked in the room?
If anyone knocks or calls out to you, don’t answer—or if you do, say, “I’m not here. Call back later.”
Now I hope you have paper and pen or your laptop handy. Write eight to 12 indirect questions that you would ask your most desirable prospect.
Exercise 4 (45 MINUTES)
Reading aloud, ask yourself the questions and then comment on each question. Be sure to praise yourself a lot. Be alert for slip-ups when you accidentally write a direct question (those with yes or no answers). Punish yourself severely when you make a mistake—maybe no beer, cheesecake or pizza tonight.
Asking the right questions is only the first step in communication; it’s equally important to listen to the answers to those questions. “Active listening” means listening to everything and getting the whole picture before evaluating or acting. Active listeners do not jump to quick conclusions, they never interrupt the speaker, and they always respond to the speaker without drawing incorrect conclusions.
Our society has lost its talent for good conversational skills. Learn to ask good questions and learn to actively listen and you will go a long way toward achieving world peace, or at least peace in your world of customers, co-workers, friends and family. You will be amazed at how all the folks you encounter will be saying, “Marge is such good person. I love being around her!”
A Year of Selling Profitably
By Harris M. DeWese with Jerry Bray
Employ techniques and tools that turn weekly sales meetings into energetic learning experiences, resulting in a more enthusiastic, more motivated, and more effective sales force. Understand how these techniques and tools required to build successful marketing, sales and, ultimately, profits, will help you achieve “A Year of Selling Profitably.” Click to order a copy.
Harris DeWese is the author of "Now Get Out There and Sell Something." He is chairman/CEO at Compass Capital Partners and an author of the annual "Compass Report," the definitive source of info regarding printing industry M&A activity. DeWese has completed 100-plus printing company transactions and is viewed as the preeminent deal maker in the industry. He specializes in investment banking, M&A, sales, marketing and management services to printers.